Commitment issues

It doesn’t matter who your customer is they will demand a discount.

“We’re a small, nascent start-up and we don’t have much budget. What can you do for us?”

through to:

“We’re a large enterprise and we will buy a lot of services from you over the coming years.”

Everyone tries it on.

And if those are the only reasons they have, the discount isn’t the problem, it’s the customer’s commitment.