Perhaps they're asking for a "startup discount" like AWS Activate. A discount because they're a startup and putting trust into you and your startup. If they do

Perhaps they're asking for a "startup discount" like AWS Activate. A discount because they're a startup and putting trust into you and your startup. If they do well, you'll do well. If you screw up they will be impacted. Also, you may be able to learn a lot of from them and help more people love your product. I'd counter with like 25 to 30% for one year and a bit more for two years. Try to find a win-win even if you have to get creative. Perhaps they allow you to use their name as a reference on your website or some other consideration. These sorts of negotiations happen all the time. Enjoy them :) Good luck with the SaaS, sounds look you have some momentum!