This post is by Jason Lemkin from SaaStr
Click here to view on the original site: Original Post
No. Instead, what you should try to do is renew them, especially in the enterprise. I’ve had many customers, especially big old customers, get excited, plan and buy … and then for internal reasons, deployment got pushed out. Many of them never used the product at all in Year 1. Yet, almost all (several brand names) renewed! Why?
- First, they’d already budgeted for it. So the renewal was still realistic.
- Second, they still wanted to make the business process change and had picked their vendor of choice. So why change, even if deployment was delayed?