This question would be good for the upcoming deal clinic; however, I have a customer meeting 2 days prior that I would love some advice on.
I'm working on a net new logo opportunity - We have won technically and are well aligned to the business pain, and the CISO has chosen us as the winning vendor. However - We are replacing the existing solution because they are becoming a cloud-only offering - the customer's specific requirement is to remain on-premise (regulatory).
The customer has 1 year remaining on their existing solution contract, and we have offered to "buy out" the remaining year as a one-time discount against the price of our solution.
I have already given the customer a ballpark pricing range for our solution based on their requirements, which the customer confirmed they are happy with. I have a meeting next week to discuss the buyout's value and how we can work that into our commercial offering.
How would you run this meeting? I want to anchor them at a price point within the range we agreed on earlier in the engagement before agreeing to any buyouts. Still, I have not been in this scenario before, so I want to ensure I am not leaving any necessary $$$ on the table.
Any advice on a talk track or approach for this meeting would be appreciated!