Self-Serve to Enterprise — DTC Holiday Pause

ACV$95K

TCV$190K

Term2 yrs

Customer

SegmentPLG / Self-serve

IndustryEcommerce SaaS

Employees110

Health65 / 100

Pricing

TypeExpansion

List$105K

Proposed$95K

Discount9.5%

Paymentannual upfront

Owners

AEDevon Wright

ManagerSarah Goldstein

Close date2026-06-10

Pricing modelhybrid

Customer request

Maker's Loom is converting from 9 self-serve seats to a 24-seat enterprise plan. They're asking for a 3-month ramp (25% of full price during ramp) to align with their hiring timeline, plus a 'pause clause' allowing them to pause workflow execution for 2 weeks per year during their post-Black-Friday holiday shutdown. AE has flagged the pause clause as 'something I committed to verbally but want desk to bless.'

ramp_25pct_3mopause_clause_holiday_shutdown_2_weeks

Competitive context

Enriched.io is their cheaper alternative. Healthy customer though — 91st-percentile workflow runs/seat in our self-serve cohort.

Review

Six agents will reason in parallel — context, pricing, ASC 606, redlines, approvals, and comms.

Gather contextPending
CRM record, customer signals (Exa), top-3 similar past deals
Pricing AgentPending
Effective discount, margin, guardrail evaluation, alternative structures
ASC 606 AgentPending
Performance obligations, variable consideration, recognition schedule
Redline AgentPending
Non-standard clauses, suggested counters, fallback positions
Approval AgentPending
Required approver path per the active matrix
Comms AgentPending
Slack post, AE email, customer reply draft