Alexander Shartsis: Very much depends on specifics. A lot of this comes down to what the norms are in the industry, how companies buy things like what you're selling, and good sales tactics.
Kyle Kopyl: There is no silver bullet in this process, it is a sale like any other. The team needs to assess the strategic importance of a potential client based on its GTM and ICP and create a custom offer. This could be a standard discount, or perhaps 90% throughout the entire LTV, because this is a large trendsetter enterprise and if it is bought, then other companies in the industry will buy. In negotiations, it is important not to show that this is vital for you, but it is important and if the client pays, then this will allow you to complete the product, sell to other clients, and reinvest in development. And ultimately raise the investment round. You can strengthen your negotiating position by, e.g., explaining that of course, you can reach this without payment from the client straightaway, but then it will take a little more time, and the client will lose a unique opportunity because then the product will be sold at full price.