Of course it works, otherwise they wouldn’t continue using it.
It’s a simple way to extract the most value from a customer, as well as filter out customers they don’t deem viable for their business.
It’s a simple way to extract the most value from a customer, as well as filter out customers they don’t deem viable for their business.
I’m sure a lot of people that feel similarly command millions if not billions of budget.
Some of the mechanics of that is that if you're doing very large contracts, a lot of the software buyers expect things to be that way. For a lot of businesses, a couple expensive accounts are worth more than all of the small accounts put together. I've seen lots of companies start to disrupt a particular market with utility pricing only to fall back to enterprise sales when they realize that there's a reason everyone else in their industry does that.
I’ll call you when I want to upgrade my plan. You aren’t “selling” me anything. The product sold itself. At that point let’s have a steak dinner and figure out the details.
Selling, by the way, is not just demo'ing the product. It's also navigating legal, finance, security, end users who don't know as much as you do, etc. As a buyer, it's sometimes easier to have your rep help you identify what the quickest path is. Lets me move faster, anyway.