We sell robots for industrial job sites. Our leads don't want to pay the large ($1-10K) per site monthly cost before seeing the ROI. We offer case studies and white papers, but they want to see the results themselves. What pricing model should we use to offer discounted trials so they can see the benefits, without devaluing our offering, or discouraging longer subscriptions? Thank you very much for your help.
I agree that this isn't really a pricing problem (more value proposition, sales, etc), but pricing may help fix the challenge. There's not enough information provided to give definite answers, but I would suggest a) offering a choice of pricing models (outright purchase & rental immediately spring to mind) b) offering choices within those choices, where applicable (e.g. 12 / 24 / 36 math rentals) and c) creating a decoy product (like the $A24k Apple watch). If someone buys it, great, if not, it makes every other product look great value).
Happy to chat further on this
Answered 9 years ago
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