September is a good period for offering trainings to clients. In September, people have a more favourable attitude to education in general and most of the training courses start in September.

You may find convenient partnering with a University; some of the courses may not have been started yet, and facilities more easily available. You may host the training in student computer rooms.

To all the attendees a three months trial license should be offered. There is a chance that some of the free licences, would convert to annual subscriptions late in December, as Christmas gift.

For some reasons intangible products (e.g. software) are often marketed like tangible ones (e.g. gas turbines). Same business model and also same costs: in case of an industrial software direct cost of sales hits 15.000€ per license.

Software sales cycle, can be managed in a more low-touch, low-cost way. Video presentations, webinars and canned web-trainings can avoid people travelling to the client site.

A web based meeting costs 30€. The same meeting on-site 600€. Some veterans think that a “physical” meeting is always worth the money spent. I think we should better ask the client, who pays the difference between the two.