@Ali Taghavi Hey ok so I think I get it but I‘m not sure. The thing thats worked for us was running paid pilots first. To prove we could save companies money before they commit longterm. When I think about it your discount timing feels backward. Why would someone want a huge discount in years 2-5 if they weren't even sure the product worked great in year 1? And on the flip side, why give massive discounts later when the product is actually proven and delivering clear ROI? So what works for us is not that special: - Start with paid pilots (with clear goals for proving ROI) - Go all-in on customer service during the pilots (we do tons of manual stuff that doesn‘t scale but it helps prove the value) - Once they think it could save them money the pricing conversations get way easier. They already know the ROI is likely to happen. They‘re already using the product. If you're confident you can save large events 100k+ in fees, I'd focus all your energy on proving that with a few key clients first. The discounts become way less important once they see real savings.

@Ali Taghavi I don’t know how our offer would apply to your situation. Because for us it was pretty easy since a big sticking point for support/product onboarding solutions is “who’s going to create the how to videos/images?” Internally and externally (agencies) it’s usually pretty annoying and expensive for enterprises. Which is why most don’t do it (well). So the offer was: - you tell us the physical product, we come to your HQ (even if you can ship it), we meet with an expert (if no documentation exists yet), create the content/talk with the design team and build the step-by-step guides for you in our platform. - You test it internally. You see usage/analytics in the platform and can make updates on the go. Even if we don’t move forward you keep the content (doesn’t make much sense outside of our guides tbh). Not only did this process help us build our platform by experiencing pain points, but it’s not comparable to anything on the market really. So as you can tell we can charge a lot for one-time things and then have a time-boxed platform usage for their testing. Each pilot was around 20k for the first test. Then 50-70k for a more elaborate test.

@Carsten Kunkel P.S. we also prevent and are able to solve 2nd line technical requests. Our focus is less on automation and more on better / instant access / understanding of specialized knowledge. So a large enterprise also told us today, even if they can’t make a direct business case on paper, even an initial break even or “we think this is so cool” could be enough. Which considering the 300-400k ACV at scale also surprised us.

Another learning today (for anyone in enterprise mostly), amazing how much leverage talking terms, not just packaging/pricing, can give you. Ulrik’s discount, bonus, planned concessions sheet is amazing.