Any advice for selling to startups?
I'm in the SMB segment at my company. We're a consultant for a large cloud provider, so my segments align with theirs. Majority of my segment are startup tech companies that are getting into cloud/getting started for the first time.
The large cloud provider provides some funding for services projects I sell depending on the projected spend of the customer.
However, I find that even when I bring up the "f" word with a disclaimer trying to be transparent and say that it's not guaranteed, prospects get happy ears, assume the cloud provider is going to pay for everything, and then act offended when I tell them the price tag.
Or, my favorite, they'll ask if I can give them free cloud credits just because.
Help?
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