Hi Guys, wondering if any of you got an idea what to do here: Our pricing model is typical SaaS - the more seats you buy, the bigger the discount per seat. For the sake of example, let's say 100 seats starts at $100 and then we reduce 5% for each additional 100 (i.e 200 at $95 each etc'). In addition, we charge a fixed License fee regardless of the number of seats. I am now in the final stages of a deal with a prospect and he objects this model. Due to the nature of the prospect business, he needs many seats but won't be able to cover the cost until a later stage (let's say 6-8 months). So he wants 500 seats but can't/won't pay a $85 each on day 1. f I can find a solution to that, he is even willing to commit to purchase a large amount of licenses (1,000) within 12 months, at the regular discounted rate ($50) Other than giving an additional discount, is there a smarter way to maximise the deal size while still helping the prospect?

Does he need 500 seats on day 1?

Can you structure a deal with a delayed start date. E.g. buy 500 now then 6 months later they get another 500?

Is this a monthly subscription or annual? Did you get clarity on how much can he pay now? As the prospect is known well, do you have any flexibility option for the remainder - net60/90?

is this customer an ideal customer in your company's opinion?

CoffeeIsForPosers

Head of Regional Sales

Fire Starter

Contributor

SaaS pricing Structure problem

Hi Guys, wondering if any of you got an idea what to do here:

Our pricing model is typical SaaS - the more seats you buy, the bigger the discount per seat. For the sake of example, let's say 100 seats starts at $100 and then we reduce 5% for each additional 100 (i.e 200 at $95 each etc').
In addition, we charge a fixed License fee regardless of the number of seats.
I am now in the final stages of a deal with a prospect and he objects this model.
Due to the nature of the prospect business, he needs many seats but won't be able to cover the cost until a later stage (let's say 6-8 months). So he wants 500 seats but can't/won't pay a $85 each on day 1.
f I can find a solution to that, he is even willing to commit to purchase a large amount of licenses (1,000) within 12 months, at the regular discounted rate ($50)
Other than giving an additional discount, is there a smarter way to maximise the deal size while still helping the prospect?

👑 Sales Strategy

📈 Closing

📳 SaaS

CoffeeIsForPosers

SaaS pricing Structure problem

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