Our Startup company developed a web application for Data Analysis in Marketing. It's a B2B product that is innovative and complex. Although the app is very simple to use, the elaboration of the questions and databases, and the interpretation of the results require some extensive training. After some unsuccessful cases of two-day trainings, we realized it's necessary to have a consulting project inside the company for 3 to 6 months in order to get the company ready to use the project.
So, what we actually sell is the access to the web app plus a consulting project. The actual business model is charging a flat upfront amount for the consulting and a monthly amount for the webapp.
Big companies don't have a problem with this. However, medium-size companies see this as a big cost offer. Not because it's expensive, but because they don't see the "bridge" between the the vision I'm selling through my products and the benefits of it.
What would be a way to reduce this risk?
A profit-share contract could be a solution. However it's too complex and hard to come to an agreement. It's too hard to set KPI's to measure the performance of the product, and it's a very difficult contract to be set.
I believe what we need is a more apelative offer that would reduce the risk of the investment and connect the vision we're selling to the benefits of the product. How should we set our offer in order to reduce this risk and convince the customer that it worth the shot?