hi folks! I’m a leader at a very small tech firm. We have a huge and important client who wants us (me, actually) to teach some classes to their leaders and then continue using our content with the intent to train internally using our IP.
They don’t seem to want to spend a lot of money on this and my C-suite isn’t thrilled about the idea because it sounds messy and like we may be on the losing end. Myself and another colleague think that they want a much more simplified version of what we usually offer in terms of content and we could settle on something.
Any suggestions or thoughts around how you’ve approached selling content to customers for them to reuse?
Would need to know what your company does/sells, but based on what you have said it sounds like the client gets a discounted product that they then get to use on an ongoing basis. I’m with the C-suite. This doesn’t sound like a win.
Now I’m not in sales, but my thinking is if they like the product, buy it. Why would/should you give them a discount other than they’re “huge.” Because “huge” clients have money. Otherwise (imo) they’re just clients. A question I would ask if I were in your shoes is “why do they want to buy our shit this way?” Because once you know that you may be able to find a middle ground and make a sale.
Do the work for your bosses and try to balance their concerns with the client wants.