"They're established and you've just launched"

Every incumbent's champion will say it. Agree.

Say

"They are, and I won't pretend otherwise. We've just launched and we don't have customer references to give you yet. What we do have: it's used every working day inside a recruitment business owned by one of our founders. Early customers get a better rate because they're using it early and helping shape it. There will be rough edges, and you'll have a direct line to the team. So let's take the risk off: start small, a few people, Holly at Suggest (Observe if you're a regulated firm) with approvals on, and we review it together at 30 days. You start on a rolling monthly basis. To keep your founding rate long term you'll move onto a twelve-month agreement when the initial period ends; the exact initial period is in the terms you sign."

For a buyer who will use it constantly and talk to the team, ask John about the Founding Design Partner programme. Its terms are pending (D4): do not describe them.