Software pricing strategy is evolving as customers want more for their money and have expectations of savings from Software as a Service (SAAS) and a Cloud infrastructure. While these developments have made applications more accessible and possibly increased the size of the available market now that buyers don’t need to buy as much expensive hardware, the downward pressure on price is offsetting growth in revenues.
Meanwhile, as the recession bites, conventional “out of the box” software providers are seeing customers delaying upgrades and reducing support and maintenance costs .
In this environment it is important to be flexible which doesn’t mean discount everything, instead, vendors need to get smarter and realise the value in all the functionality of their software and price this functionality accordingly -it might be time to look at unbundling software bundles that people have been so clever in creating.
How can I help?
I have produced and priced proposals for complex IT solutions being sold to the NHS and private sector as well as writing and negotiating software licence terms and conditions.
I also hold the Microsoft Sales and presales specialist qualifications for NAV ERP and whatever you think of Microsoft the sales process they recommend is a great guide for consultative selling.
So, if you need help in developing a software pricing strategy, writing and reviewing terms and conditions or developing bid proposals please do not hesitate to contact me on 07903 718 452 or email me