Defend the value of your solution and sell 2 and 3 year subscriptions (with a fair discount). Think about client success. Will clients get the full value and use of your solution in 12 months? What happens if something wobbles in the implementation? Give your team time to react, to address issues and leverage a longer term agreement to treat those issues as distant memories. Allow the client to say "we may have gotten off to a slow start, but we recovered and are happy with the solution."
Close the order, make the client successful, find the right agreement term, balance the short term and long term objectives, become a trusted partner, the renewals will follow as a natural course of doing business.
Because with 6-12 mos RTW cycles where we add a lot of value, we want to be able to tier the pricing.
We offer an "enterprise subscription" that is a 4 year commitment model with deeply discounted 2-4th year costs that INCLUDES all the upgrades.
This gives us the option to sell three pricing levels