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Rob Walling
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Include an opt-out clause to reduce customer risk in case study agreements
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Include an opt-out clause to reduce customer risk in case study agreements
To address customer concerns about premature commitment, offer a time-bound opt-out clause (e.g., 60–90 days) allowing them to decline the case study if the product fails to deliver value.
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Supporting evidence
Original excerpt
We’re going to sign this contract with this discount if you do a case study, and you’re agreeing to do it now, but you can basically say no between now and the first 90 days or 60 days.
Context
Now. He had an objection to that already where he said, “If they haven’t really used this yet and they’re just signing, they may not want to agree to it because it might not work for them.” I would say then offer them a 90 day out clause just on the case study. Be like, “ ” I’m making up the time here, but I understand that. We actually at TinySeed MicroConf recently signed a deal like this, and someone gave us a really good deal, a good price reduction, with the thought that our case study, if it is viable, I mean if it becomes a thing, is worth a lot to them.
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