Need some advice on a contract

[lothario]

What is the name of your state?What is the name of your state?What is the name of your state? California.

I develop specialized software that is charged on a monthly usage basis.
I have allowed this customer to use the software in an unrestricted manner for
about 1 month for a bare minimum fee (about 10%) to convince his peers. They like it.

They are now interested in signing a 2-year contract for the regular monthly usage fee.

But their corporate finance (budget) will not allow him to do this for the next 3 months.

They can:
Sign a 2-year contract in September.
OR
Sign a 2-year contract now that takes effect in September.

I need some advice/creativity:
· This is a big customer. I want to avoid giving them access to the software for at 10% of the regular fee for 3 months.
· What should I do to keep this customer happy and interested till September? I do not want to loose them to competitors.
· What incentives or deals or arrangements should I offer?

 

[Some Random Guy]

Get the money!

My your own admission, this is a big customer. If you make them wait till september, you get nothing till then and you get a change that they will change their minds over the summer.

Get then to sign a contract now. If that means you eat the cost for 3 months, so be it. You are still getting a 2 year sale out of them, and by keeping them happy you may have contract extensions and word of mouth advertising.

Get the money and move on to the next prospect!