| You will inevitably give the best deal to your first enterprise customer, embrace it. Enterprises negotiate. So, no matter what you propose, they will want a better deal. The simplest way to start is extend the current best pricing you offer to small businesses and throw in a modest 10-20% discount. It's a stake in the ground and shows you want their business. Now, here's the key. Make sure you specify what that covers. For example, if small companies don't get weekly meeting during onboarding and monthly / quarterly meetings with a TAM, say that. If the enterprise wants that, they'll pay for it. Does the enterprise want professional services? Do they want support with an SLA? Make sure they know it doesn't come with it or what it comes with is standard for all. If they want more, they should pay for it. Once you tell them what's baked into the price, you'll find yourself with a list of things that they want, that don't come with it. Then, figure out what you can do for them and what it's going to cost. Even after all of that, you'll look back to find they got the best deal and rightfully so. They are taking a huge risk on you. Off the cuff, if a single seat costs $49, if you can land them at $30 per user with 10-15% on top for enterprise support, it's a huge win. Licenses in the enterprise vary, but seat-licenses are common. Multi-year agrees, for additional discounts are great, some take them and some don't. But, larger companies tend to have generous termination rights. A lot goes into enterprise contracts. I'm happy to talk offline and congrats! |