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One other thought on pricing. I'm in a similar situation (niche market, expensive software, big clients that take a long time to sign). This can drain you and s
by rgrieselhuber 17y ago
One other thought on pricing. I'm in a similar situation (niche market, expensive software, big clients that take a long time to sign). This can drain you and so you want to do everything you can to get cash coming in quickly.
Rather than just charging $20K in one fell swoop, can you turn it into a web application, and charge $1-1.5K a month for it? It depends on which number you'll have a hard time getting approval for, but it may be easier, especially if you give them the option to cancel any time, or at least within 60 days, etc.
- jonah 17y agoThe ASP model is interesting and you might want to have that as an alternate pricing model. One University I was working with did not want to subscribe to a hosted product that was just about perfect for them, but rather wanted their own built and it largely had to do with budget. They could get the tens of thousands required as a fixed budget, but couldn't make a monthly fee fit their budget. Especially if they're often paying via grant money, you could ask them but It's probably single, annual, or at most quarterly disbursements. You could structure your payment plan around the schedule they receive their funding.