Hello everyone, I've just done a search on the forum and couldn't really find a good presales thread for Enterprise software.
I was wondering if anyone out there could share some advice, give some anecdotes or just leave their thoughts regarding presales and how to go about them.
Essentially, I had a little bit of a set back yesterday and I think I need to change my approach.
I had a very big meeting with a company that wants to use my Healthcare SAAS yesterday. The company covers a whole region of the UK and they have links with some of the largest hospitals in England as well. It's the biggest opportunity I have had since starting my business and they would be a truly great "beachhead". It is likely that if I get my software to be used by these guys that my software would be adopted very quickly regionally.
I know one of the owners very well and he himself is a bit of a mentor to me, so this is how I got in with them in the first place.
My problem is that I built some features for these guys over the last couple of months (upon their request). As the software just needed a few minor tweaks I thought I'd just do it for them for free. But now they are asking "for one more feature" before we launch.
The new feature is very small and could potentially save them thousands of pounds per month and a lot of headache as well, but I feel like my principles have been violated now.
I also do not want to spend more money and build more features if they are not going to launch the app.
My concern is that I don't want to lose them as a customer. My product as of yet, is untested in this setting, but we all know that it will save them lots of money and also increase revenue - I just can't put an exact figure on it.
The plan initially was to build the features that we just built and then pilot it for 2-3 months. During this time I was going to gather data and then charge them a reasonable amount of money for the services.
TLDR; I have a very large company interested in using my SAAS. Do I plod on and hope they don't ask for "one more feature", or get it all in writing and possibly risk them saying no, and lose a great opportunity?
Thoughts, anecdotes and insights anyone?
I was wondering if anyone out there could share some advice, give some anecdotes or just leave their thoughts regarding presales and how to go about them.
Essentially, I had a little bit of a set back yesterday and I think I need to change my approach.
I had a very big meeting with a company that wants to use my Healthcare SAAS yesterday. The company covers a whole region of the UK and they have links with some of the largest hospitals in England as well. It's the biggest opportunity I have had since starting my business and they would be a truly great "beachhead". It is likely that if I get my software to be used by these guys that my software would be adopted very quickly regionally.
I know one of the owners very well and he himself is a bit of a mentor to me, so this is how I got in with them in the first place.
My problem is that I built some features for these guys over the last couple of months (upon their request). As the software just needed a few minor tweaks I thought I'd just do it for them for free. But now they are asking "for one more feature" before we launch.
The new feature is very small and could potentially save them thousands of pounds per month and a lot of headache as well, but I feel like my principles have been violated now.
I also do not want to spend more money and build more features if they are not going to launch the app.
My concern is that I don't want to lose them as a customer. My product as of yet, is untested in this setting, but we all know that it will save them lots of money and also increase revenue - I just can't put an exact figure on it.
The plan initially was to build the features that we just built and then pilot it for 2-3 months. During this time I was going to gather data and then charge them a reasonable amount of money for the services.
TLDR; I have a very large company interested in using my SAAS. Do I plod on and hope they don't ask for "one more feature", or get it all in writing and possibly risk them saying no, and lose a great opportunity?
Thoughts, anecdotes and insights anyone?
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