expand
Land and expand
Expand after a paid pilot without anchoring at pilot price.
Expand triggers
Hit criteria on team A then propose teams B/C. One site live then multi-site. One module proven then adjacent module with its own criteria.
Anchoring trap example (fictional)
How a convenient monthly fee can poison year-two pricing.
Pricing hygiene
Keep expand SKUs at list or 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 page. See Sources.