Charge them a Yearly license (non-refundable) if they want to host in their own environment. Also add a surcharge for intranet/internal hosting. The reason is t

Charge them a Yearly license (non-refundable) if they want to host in their own environment. Also add a surcharge for intranet/internal hosting. The reason is that it may be a bit more work for you to offer it within their own servers/environment vs your own hosted SAAS. I will break it down into the following: 1. Charge a Yearly License upfront 2. Add a surcharge for one time installation 3. Come up with an SLA and get it agreed in writing 4. Offer a separate paid "professional services" for customizations, enhancements or other requests from client.