Growth
Transparent pricing call grows a software-development company pilot to $100K+ MRR
Strategic Account Development
Categories
Growth
Subcategories
Strategic Account Development
Metric categories
- Revenue & Deal Value Growth
At a glance
Transparent pricing call grows a software-development company pilot to $100K+ MRR
A transparent pricing conversation on a late-night request grew a 2-developer pilot into a 15-developer, $100K+ MRR engagement over 6-9 months.
Grew from a 2-developer pilot to 15 developers
$100K+ MRR over 6-9 months
Background
At a software-development company, a long-nurtured customer returned late at night requesting senior engineering resources for an API integration task that a mid-junior developer could in fact handle just as well, with no management available to weigh in.
Goal
Close the deal and build a long-term relationship despite the time pressure.
The Work
Transparently shared both the senior-resource price and the mid-junior alternative, accepting the risk that some internal stakeholders might have preferred the higher-margin upsell.
Outcome
The customer moved quickly to commercials, starting with a 2-developer pilot that grew over 6-9 months into a 15-developer engagement worth $100K+ MRR.
