This time of year, companies tend to have more CAPEX than OPEX.

if you're selling SaaS subscriptions, these typically fall in OPEX, and most companies are already out of budget for this.

BUT, if you restructure your deal in a way of selling a perpetual license for multi year, not only can they save OPEX in coming years (make it a sweet deal for them), but you can add a recurring CAPEX amount for support/maintenance.

Get creative, work with your buyer and find that budget.

Hope it helps, but I am open to hearing pros and cons from the more experienced savages