Ask HN: How do you handle beta testing agreements with enterprise?

Background: We are developing a cloud-based application intended for consumers, but at the same time would be useful for enterprise. Thus, we have begun talking with enterprises to hear thoughts on the application. In doing this process, we have been pleasantly surprised to hear interest in beta testing the application. In exchange for beta testing we offered the application for free (or little cost). A particular enterprise has agreed in principle, but now we must work out the logistics of the agreement. As this is our first potential customer, we want to the beta testing agreement to go as smoothly as possible.

How has everyone handled beta testing agreements with enterprises in the past? Do you charge a small amount for the application or give it away for free? Do you give lifetime licenses or do they expire? Any successful or failed models?

There are a number of "beta" agreements available on the web that you might consider as starting points (or templates to give to an attorney to craft into your own).

Additionally, consider what you want to get out of the Beta: If you simply want a name to use for marketing, then ensure that's in the agreement (obligation to support your marketing efforts). If you really want to get end-user feedback, either ask the company to put some skin in the game (money, committed to levels of use, etc...), and consider rewarding them in some capacity if they achieve your goals (x number of transactions, x number of users, y number of bugs, etc...). Rewards could be discounts on purchase when it exits Beta, participation on customer advisory boards, etc...