Where your programme charges vendors to take part, a vendor subscription package is what they buy. Packages are set up by the organisation and offered to vendors as they join.
| Field | What it is |
|---|---|
| Name | What the vendor is buying — Bronze, Silver, Gold, or something more descriptive. |
| Type | The kind of package, where you run more than one programme. |
| Period | How often it is billed. |
| Amount | What it costs per period. |
| Inclusions | What the vendor gets for it. |
| Description | The sales pitch. This is what a prospective vendor reads. |
| Status | Whether the package is currently offered. |
Designing the inclusions
The inclusions are the whole proposition. Make each one something a vendor can picture: a listing in the directory, a number of announcements, a place at the conference, an email to the network, a slot in the training library.
- Two or three tiers. More than that and vendors stall on the choice.
- Make the difference obvious. If a vendor cannot see why the middle tier costs more, they buy the cheapest.
- Only promise what you will deliver. An inclusion nobody honours is the thing they will raise at renewal.
Changing a package
EXISTING SUBSCRIBERS BOUGHT WHAT YOU WROTE