[mannyv]

You will have to include extra costs. They will probably require a dedicated support team, or at least a TAM (technical account manager) and an account executive. 24x7 might be required, depending on their time zones/locations.

What about training?

You will also need to manage the rollout, or at least assist with the rollout.

Do they need SSO? What integrations do they need? If they're replacing n things that's a lot of integrations. You'll need to understand the integrations and what it'll take to do them. The customer will need to prioritize them for you, and get you access to the systems you need. Those are extra cost.

When you price enterprise you need to charge for 24x7 support, or at least for priority support. And don't forget your margins. Don't discount too much, and never discount maintenance.

There's a lot more i could say, but i have to go to ikea right now. Good luck!

[theptip]

Calling out SSO is a really good point. If your product doesn’t support SAML, will you need to build it? Who is their vendor for their auth system? Okta or something funky? Expect to do professional services work for each new SSO customer you win.

It’s annoying but enterprise seats tend to cost more because enterprise SAML integrations often end up being super painful.

[pharaohgeek]

100% true! If you don’t support SAML (and occasionally OIDC) then you’re not an enterprise product. Period. It is practically mandatory these days. Additionally, if your product has any provisioning requirements you may need to support SCIM for automated provisioning, too.