B2B technology companies already selling on terms
“We love it — we just don’t have the budget right now.”
Your buyer already finances the truck, the building and the equipment. Software is the last thing they are asked to pay for a year in advance. Don't fall for the traps below.
Discount to force annual
Ten to twenty percent off to pull the cash forward. That discount sets the renewal anchor low and teaches your reps to lead with price. You paid for cash timing with margin, permanently.
Accept monthly, and carry the financing
You booked the annual number and you collect it in twelve pieces. Finance forecasts against a promise, billing runs every month, and someone chases the late ones. Offering monthly is not the mistake. Paying the full cost of monthly is.
Or let it go cold
The owner wants it. Their monthly cash flow does not have room for a year upfront. Your only lever is next quarter — and next quarter your competitor offers terms and wins.
