#2 Objective Based Pricing
It is important to think of PS View as both a hosted and on-premise solution as well. Because you can set up a hosted system for multiple companies and sell PS View as a monthly fee based system. Your customers will not have to invest a great deal of money or enter a long-term lease. This is a good way to entice a client to begin transitioning over to an ECM environment. Later, you can transition them to their own hosted or on-premise solution.
Here are some pricing ideas using customer retention as our objective.
1. Our clients receive an ECM at no charge. The only fee for which they are billed is service and support. Think of this as a “Freeware” version of ECM.
In this model, you can base service and support upon using a standard 15 to 20% of what the system they desire would cost if they were to have paid for PS View. We have a MFG. suggest retail price list in the Dealer Portal on our website for you use as a guide. Add a small fee for hosting and you have your fee.
Although PS View can be grown to an unlimited size and no additional cost to you, it would be a good idea to limit the size (number of concurrent users) as well as (other authorized users who share a seat). Example: Company A has two concurrent users “accounting” and “sales.” They may also have five authorized accountants and three sale’s people who share those two concurrent seats.
This model will probably work best in a Hosted environment controlled by you. Your customers will share the system and all their documents are stored at your hosted provider. In this model you will not have to deal with multiple installations, upon multiple servers, within multiple environments. Remember to have a fee system ready should your customer decide to end the service and want their documents back. Your hosting provider will charge a fee to put that data upon the requested media and mail it to you. This should explained to the client when presenting this plan as an answer to the objection, as to what will happen if they decide to terminate the service.
Another important element to this model is to build standard templates with regard to Domains, Document Classes and Indexes. It may sound complex but it is not. You can use your own company as the template of a standard company. Remember, you are building a standard organization and not a customized, client specific system. Most companies have three areas: Accounting, Sales and Support. You build around these putting in very standard types of search indexes such as: Name, Company Name, and Date. The great thing is that once this has been built it will not change for your “free” offering. In addition, it becomes the starting point from which you build your “custom” systems for paying clients.
The final element of this model is to limit the features within PS View to the most standard items. Although PS View comes to you complete with Process Automation and Forms Automation packages, you will not include these with this offer. Take a look at all the advanced features and limit them to their basic configuration to eliminate complications, questions and support issues.
As clients use the system, you can continually inform them of the advanced features they could be using if they were to purchase a system of their own. Just like “Freeware,” your system can do more if the customer pays more. This gives your sale’s staff a continual reason to check up on customers.