It's not technically real "enterprise" sales - but the (small) company I'm selling to would like a custom, bulk pricing plan.
They reached out to me expressing interest, verbally said they would be willing to pay for a subscription, and have been using a free trial. We have a follow up call to review how the trial went, and discuss next steps (a custom plan). I fully expect them to want to continue with a plan.
I've never done this and want to be well prepared. I'm anticipating the scope of discussion to cover pricing (incl. annual plans, discounts I can offer), features, support, and subscription term. Anything I'm missing? Things I should have up my sleeve?
Any advice on executing any part of this deal would be greatly appreciated :) (especially negotiation and legal stuff to be aware of... contract template recs anyone?)