I am selling an enterprise system. So far there has been no real sales-volume, so I do not have any price model to publish. The few customers I have are really happy with the solution.
My question is, how can I communicate that I basically want more in the early maintenance fee (which is their only expense at the moment). Should I try to come up with an obscure technological reason, or not come with any reason at all, or maybe use some other arguments?
I should say, that I do not have a contract with any of my customers, they basically just pay invoices and we have an understanding (I do not want to discuss the good and bad points about this).