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Generally speaking, Yes. I say this for a couple primary reasons. 1) If you do not place value in your product, why should the customer? And if you are not charging for it you are not placing value on it. 2) the customer will be more "invested" in the success of something that has cost them s...

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Without more information it's not easy to answer your question, but I'll give it a fighting try :) The health insurance industry is a commodity industry, they sell the same things at around the same prices and every little competitive edge is something they hang on to dearly. It's not surprising...

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Captain Obvious: "Meet the KPIs." In addition: - don't give them the secret sauce, what makes you "you" - do things they don't want to do - demonstrate positive ROI. Keep the details of your technical expertise, how you do what you do, to yourself. That way they won't be able to simply hire ...

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Social Proof (customer testimonials), Press or Analyst Coverage is a key driver in checking-out new tools. Unfortunately, there is such a significant number of vendors offering recruiting solutions that it's difficult to get a customer's attention, even with a free offering. I would focus on you...

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I have in the past developed cost-savings calculators and they can be one of the most effective tools in moving an enterprise software prospect through the sales funnel to a closed deal. So I understand why you are so keen to get a handle on these numbers. Unfortunately, you are in a bit of a ch...

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Do you have anything to show him? Find out what his timeline is and what his goals are and see if you can deliver Also make sure this fits your own goals (Have you set any?) What are the delays in your development pipeline? Will this interest help resolve any?

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1- Find in-flight customer experience managers, cabin supervisors, flight attendant, take them out for lunch/coffee. 2-Talk about your project and ask if they want to be involved on a success fee basis, or consulting fee 4-find the manufacturer and interview them 3-book your next flight in front...

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1. Congrats on building a successful business. 2. It is important to look at your existing business and see what other services you can offer to the existing client base before you try to pivot the business. 3. What services do your customers use other firms for that you could bring in-house w...

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I would try selling it to 10 customers (without changing your pitch) and if you don't get 3 customers to buy, then adjust. It's less about time and more about # of learnings. I don't like interviews, I like asking if they have the problem, showing them our solution (verbally or with a visual) a...

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The answer depends primarily on two factors: 1) Do you have outside investors? 2) Do you have and/or could you obtain a legal release from the co-founder, and after this release, would the co-founder have less than 5% of the company? If you have outside investors in the existing corp and you wi...

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