The pricing is going to be part of their decision on how they will go about rolling it out.
Did they say that or have you assumed it?
They asked if we had a company wide license which we haven’t offered in the past and not sure if it’s wise to do, we’ve only offered user-based pricing.
Keep your pricing simple.
Think less about the max you can squeeze from them and more about what $X revenue/year means for your business.
If they want to work with you, they’ll fall in line with how you frame up the deal.
If you start talking about ROI per user, that’s how they’ll think about the value you’re offering.
If you talk about ROI across big teams, then it will appear more valuable.
Also remember that with hundreds of users you’re now having to communicate value to execs rather than end users. The message you share with Major ICPs is going to be different to the Minor ones –
