Ironically, we're happy to give discount pricing for a year deal - because in that case the customer is investing up front and we're confident once they're using the product they'll realize significant ROI and stay.

But re negotiations, I agree with Steli here - the customer who asks for a discount before they've ever tried the product will typically become a problem customer (especially for a young company trying to get the initial 10-100 customers).

That's totally different and not the use case I discuss in the post. It's fine to ask for a discount after you tried the product. Most of us do it :)

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