(For when a prospect asks: “Can you give me a quote?” or “How much does it cost?”)
1. Restate the Value & Anchor the Impact
Purpose: Re-center the conversation on outcomes, not price.
Rep Script: Before we talk numbers, just to recap you’re looking to [insert what they told you], like streamlining partner execution, improving visibility into what’s working, and reducing manual effort. That’s exactly where our customers see the biggest lift.
2. Explain the Pricing Structure (No Numbers Yet)
Purpose: Educate them on how pricing works without anchoring too early.
Rep Script: Our pricing is based primarily on the number of partners actively logging in and using the platform each month.
There’s also a one-time onboarding and integration fee in year one. And depending on how hands-on you want us to be, there are optional support and strategic services packages.
3. Ask Clarifying Questions to Shape an Accurate Ballpark
Purpose: Get the inputs you need so your ballpark feels credible and tailored.
Rep Script: To give you the most accurate ballpark, I have a few quick clarifiers:
Products: Are you thinking of starting with the Asset Library (LITE), or the full TCMA platform with email, social, and content automation?
Features: Are Smart Journeys, WCS, or Personalized Videos on your roadmap?
Tech Stack / Integrations: We assume SSO is of interest — what else is important? CRM, PRM, LMS, Translations, AI, Analytics?”
Support Needs Would you want help with campaign setup, partner onboarding, and ongoing execution? Or planning to keep all of that in-house?
Geos / Segments / Languages: How many UI languages would you want supported? We cover up to 12.
Partner Volume: And roughly how many partners do you expect to be active monthly?
4. Provide a Confident Ballpark (Once You Have Inputs)
Purpose: Give a range, not a quote — tied to their answers.
Rep Script: Got it. So for a customer with around [X] active partners, you’re typically looking at [$Y–$Z per year] for the platform.
That breaks down to roughly [$X per active partner per month].
The onboarding and integration fee in year one is usually around $___K, and support packages run another $___K annually, depending on how much execution help you want.
5. Invite Collaboration & Confirm Fit
Purpose: Pull them back into conversation and gauge where they stand.
Rep Script: Does that give you a helpful sense of the investment? If it seems aligned, we can fine-tune the scope and get more precise. What are your thoughts?