The 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 ho

The 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.