What is a great option for new customers within Platform Selling?

Question

Options

• APlatform sale
• BLicense sale
• CPlatform subscription sale
• DAppliance sale

• B
  90% (28)
• C
  6% (2)
• D
  3% (1)

Explanation

License sale (B) is ideal for new customers because it offers the lowest barrier to entry - customers can acquire software rights without committing to a full platform purchase or hardware investment, making it easier to start a relationship and expand later.

Why the others are wrong:

• A (Platform sale) typically implies a broader, more comprehensive engagement that's better suited for established customers ready to commit at scale, not someone just beginning their journey.
• C (Platform subscription sale) sounds similar but represents an ongoing recurring model that may introduce more complexity or commitment than a new customer is ready for before they've seen value.
• D (Appliance sale) involves physical hardware, which carries higher upfront cost and longer procurement cycles - a significant hurdle for a customer who hasn't yet committed to the ecosystem.

Memory tip: Think "L for Low commitment, L for License" - a license gets a new customer in the door without overwhelming them, setting the stage for a larger platform relationship over time.

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