Offer paid implementation for large accounts
Improves their retention and yours, and it prices out the accounts you cannot serve.
Group 6.5.5
Inside this
- Define what implementation includes and what it does not2h
Write the exclusions first. Unlimited setup help becomes a free consulting contract.
- Price it as a fixed fee tied to the value metric1h
A fixed fee is easier to buy than hours. Tie it to seats or volume so it scales with the account.
- Write the implementation checklist with a go-live date4h
Both sides see the same list. The go-live date is the first commitment the customer makes.
- Offer it on every demo for accounts above the threshold30m
Present it as the default, not an add-on. Accounts you cannot serve self-select out.