Working with a customer to implement RevTurbine (revturbine.com). We are implementing a reverse trial which is triggered by the key onboarding action (connecting the user's trading account), and used as an incentive to complete it. The trial is on a separate hidden tier (subset of lowest paid plan features) which provides great flexibility: play with limits to control AI costs, segment however you like (e.g. higher limits for stronger prospects), etc - which is all in line with the customer promise: 21 day trial (no tier specified). And you have usage/feature based upsells to the paid tier during the trial (on top of the time limit as a conversion moment). This feels like it could be applicable to other folks, so thought would share. Happy to hear any comments/questions also.

How you charge goes a long way into defining how customers receive value from you. When the metric changes, customers will re-evaluate if the value is still there and can be trusted. When Hubspot changed their model, they faced backlash not because they didn't plan for different segments, but because the customers didn't fully understand the new model. The lesson: CLEAR and PROACTIVE communication about how the new model will impact each customer goes a long way. https://www.linkedin.com/feed/update/urn:li:activity:7474793314920304640/ Love to hear your thoughts!

one of the most challenging parts of enterprise deals is how to give / get when customers inevitably ask for discounts i've had the luxury of learning from EXCELLENT negotiators in gtm at grafana for multi-million dollar deals. i wrote about my learnings on structuring discounts here. would love any feedback!

we wall want to be involved in the ideation stage of a product. where it's in alpha or beta and we have plenty of time and people to survey, research and model pricing. where pricing folks earn their check is when we have to price something in a crunch. all the pressure without any time / space to think wrote about how i approach in these situations: https://f13i.com/willingness-to-pay curious what you all do in crunch time

Looking to chat with anyone who has experience monetizing on-prem products, specifically in the developer space. Some topics I'd like to think through: - Solution-based selling for on-prem offerings - How to upsell with minimal data insights & stonewall customers - The challenges (and benefits) of selling these products in a consumption-crazy/fatigued landscape Happy to provide more context. THANKS!