> They care about saving money and saving time, in that order.
I don't think this is true. For most businesses saving time is more important than saving money, but with a big caveat. Your service needs to actually save me time, not save me time "once I change my business processes and learn how to use your service." So if your service can save time right out of the box, businesses are not only more likely to pay for it, but they'll also probably pay more.
Of course, a necessary precondition is whatever your selling needs to solve a problem businesses believe they have. So if you're not solving a problem businesses believe they have, even if you're giving it away, few businesses will use it.
The flip side is if you're solving a problem businesses believe to be important, companies are more willing to invest a lot of time if they believe the end state will be substantially better than where they are now.
I don't think this is true. For most businesses saving time is more important than saving money, but with a big caveat. Your service needs to actually save me time, not save me time "once I change my business processes and learn how to use your service." So if your service can save time right out of the box, businesses are not only more likely to pay for it, but they'll also probably pay more.
Of course, a necessary precondition is whatever your selling needs to solve a problem businesses believe they have. So if you're not solving a problem businesses believe they have, even if you're giving it away, few businesses will use it.
The flip side is if you're solving a problem businesses believe to be important, companies are more willing to invest a lot of time if they believe the end state will be substantially better than where they are now.