[ensemblehq]

I’m a tech consultant, former VP at an enterprise, former entrepreneur and regularly deal with vendors. General advice is to always lead with a flexible plan (per-seat), throw in more for account executives, level of support, onboarding and etc. Price as high as you can and negotiate. Also use this as an opportunity to potentially land and expand - enterprises are typically made up of multiple business units under a single brand. Be wary of effort to get past security and procurement as well.

With enterprises, pricing depends on many factors including your product, integration, adoption, support, training, alternatives, etc.

I’ve advised and signed off deals ranging from $40k to $2m in annual contract value. It all depends on product and the value it delivers to the company (and the enterprise - I.e. other teams)

If you’d like to have a chat further, happy to share my experiences in greater detail if you can share more.