close
Reduce scope, not discount
Cut seats or sites instead of discounting.
Why scope beats price
Price cuts teach buyers to wait you out. Scope cuts preserve unit economics and still let them start. Practitioner guidance from the source session prefers reducing scope over discounting.
Scope-cut example (fictional)
Same list price — thinner 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 |
How to offer it
Propose a narrower rollout that still hits a subset of 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 — not cheerlead.
Join FounderNexusClaims and patterns on this page are paraphrased from practitioner session notes and the Startup Bible pilots page. See Sources.