This is most commonly seen in software sales. Back in the days of traditional client-server software packages, technology trends favored large enterprises. That’s because the software packages required a cash commitment up front, backed by a staff of in-house IT professionals for implementation, maintenance, and security. Few SMBs had the resources for those kinds of purchases, and those that did often preferred to avoid such large expenditures.
However, software as a service (SaaS) has changed the game. In charging a monthly fee that can be scaled up or down as an organization’s needs evolve, many software companies opened their services and technology to SMBs. Small businesses can now afford technology that was previously unavailable to them.
If your company is able, offer a subscription payment plan or another method to reach SMBs with strict budgets. This helps by simultaneously improving your monthly recurring revenue (MRR) and offering your clients more payment options. Salespeople can also turn this into a quick win by offering free trials and starter packages. These help clients better understand the benefits of your products or services, experience their advantages firsthand, and then justify the purchase.