expand
Land and expand
Expand after a paid pilot without anchoring at pilot price.
Expand triggers
Criteria hit on team A, so you propose teams B and C. One site live, so you propose multi-site. One module proven, so you propose the adjacent module with its own criteria.
Anchoring trap example (fictional)
A convenient monthly fee can poison year-two pricing.
Pricing hygiene
Keep expansion SKUs at list or at the agreed commercial terms. Document any step-up from pilot fees in the original agreement.
Claims and patterns on this page are paraphrased from practitioner session notes and the Startup Bible (Pilots that convert). See Sources.