VMK, Thanks for the post. In the interest of fairness I have some experience in enterprise SaaS software, having spent 15+ years in a NYC fintech startup that was eventually taken out in a trade sale. We filed an S1 though never listed.
We had pricing power so
* never offered trials. Offering trials doubles or triples sales cycles and there is only downside to doing so
* rarely discounted (other than EOQ or EOY as you mention)
* Billed up front on contract signing and if delayed payment then linked to milestones that we controlled (and not the client).
The product solved a regulatory issue so we were in this enviable position.
LVT clearly isn't. That isn't the end of the world though it explains a few things, especially in the SME market.
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