How do I reconcile pricing for B2B vs. B2C customers, when companies usually pay less per person than individuals would?

When you’re selling to a business instead of an individual, it makes sense to create a licensing package. This allows a company to buy a set number of licenses for a flat fee. You’ll need to find a pricing structure that makes sense for your business and still allows you to hit your revenue goals.

The key is to think in terms of volume and value. While the per-person price may be lower than what you would charge a single consumer, the total sale amount is often higher. You can also build in bonus elements that make the offer more attractive to a team or business. For example, you might include a Live training session or an extra support package just for their team. This is something you likely would not offer to individual students, but it adds value in a group setting.

Focus on packaging your course in a way that meets the needs of the business while still protecting the value of what you’re offering. It’s not about underpricing for volume. It’s about structuring the deal in a way that works for everyone.