Chapters
Transcript
Episode notes
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18
Introduction
00:00 • 3min
Adding Professional Services to an Enterprise License?
02:39 • 2min
Is Professional Services a Sweetener?
04:51 • 2min
Is It a Good Deal or a Bad Deal?
06:51 • 3min
Is There a Budget for Something Like This?
10:05 • 3min
Are You Pricing Yourself at a Premium?
12:55 • 4min
How Do Discounts Work in the SaaS World?
17:20 • 3min
How Do You Handle It?
20:12 • 2min
How to Start a Single Equity?
22:26 • 3min
How to Make a Proposal Work for You
25:07 • 2min
How Do You Prepare for This Pricing Conversation?
27:22 • 2min
How Do You Value Your Lever?
29:03 • 3min
Why You Shouldn't Charge More Licenses for a Three-Year Deal
31:51 • 2min
SaaS Companies, You're Not Coming to Increase the Price in Your Customers, Right?
33:55 • 2min
What's a Typical Discount on Per User Licenses?
35:41 • 2min
Is There Value in a 50% Discount?
38:05 • 2min
Deal Rooms in Startups
40:04 • 3min
How to Negotiate With a Salesperson
42:43 • 4min