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Reduce scope, not discount
Cut seats or sites instead of discounting.
Scope cuts protect the price
Price cuts teach buyers to wait you out. Scope cuts preserve your unit economics and still let them start. The practitioners in the source session preferred reducing scope to discounting.
Scope-cut example (fictional)
Same list price, smaller land.
| Ask | Bad response | Better response |
|---|---|---|
| We love it but budget is tight for 30 sites | 30% off list for all 30 | Start at 1 site at full list ($X); expand to 29 after Q2 criteria |
| Need more seats than we budgeted | Half-price seats forever | Land 40 named seats at list; phase-two adds seats at same unit price |
| Can you match Vendor B price? | Match and hope to upsell | Keep price; cut modules not required for year-1 criteria |
Offering the smaller scope
Propose a narrower rollout that still hits a subset of the criteria. Keep list price intact.
FounderNexus
If the pilot worked and the PO is stuck, bring it to FounderNexus. Operators who have closed this motion will pressure-test the ask instead of cheering you on.
Join FounderNexusClaims and patterns on this page are paraphrased from practitioner session notes and the Startup Bible (Pilots that convert). See Sources.