By Minal BopaiahBoardroom Insiders makes the majority of its revenues from group subscription sales, but at least a third of its revenue comes from requests for bespoke projects.The site provides in-depth profiles on executives at the Fortune 500 and beyond for marketing and sales professionals, but often subscribers need profiles for senior executives in private or global companies, or divisional directors at larger corporations.In order to meet this need, Boardroom Insiders will offer custom profiles to subscribers for an additional $50. And to facilitate this profitable revenue stream, Boardroom Insiders allows each user on a site license the ability to request a custom profile.However, the client company became concerned that staff would rack up fees on custom profiles. So Boardroom Insiders worked with their group subscribers to create a self-registration link that allows any group user to order a custom profile, but to do so, s/he must enter a personal credit card.Now, this personal credit card can be a business card, so employees are not necessarily paying for this service themselves. But this added layer of friction makes individual users pause before ordering a profile and is easier for companies to track by division and person.We love this solution because it preserves Boardroom Insiders ability to leverage a profitable revenue stream while working with their group subscriber concerns. Also, it’s a great example of when a little more friction in conversion improves customer service and, therefore, is good for business.To discover more site license sales tactics, join Subscription Site Insider to read “CASE STUDY: Boardroom Insiders Uses Internal Word-of-Mouth to Upsell Site License Seats.”