1,000

CLIENT

QUESTIONS

PRICING RELATED QUESTIONS

 

From Big Data Project: 

 

  • When it comes to pricing of hardware, what type of pricing model did Competitor X encounter from its hardware vendors?

    • - an up-front fixed license price for the Data Warehouse hardware?

    • - a fixed license price spread out over 2 – 5 years for the Data Warehouse hardware?

    • - Hardware costs were covered in the fee that was charged to CSPs as part of the solution offered?

  • What licensing criteria best describes how Competitor X's hardware vendors charged for their Data Warehouse hardware license?

    • - Hardware Licensing was on a per subscriber basis (eg., per 100,000 or per 500,000 subscribers). After a certain threshold has been reached, another license must be purchased.Terrabyte throughput). After a certain threshold has been reached, another license must be purchased.

    • - Hardware Licensing was on a throughput basis (eg., per

  • When it comes to pricing of software, what type of pricing model did Competitor X provide to its CSP customers?

    • - an up-front fixed license price for the software

    • - a fixed license price spread out over 2 – 5 years for the software

    • - Software costs were covered in the fee that Competitor X charged as part of the solution offered to CSP customers

  • What licensing criteria best describes how Competitor X charged for its BDA software license?

    • - Software Licensing is on a per subscriber basis (eg., per 100,000 or per 500,000 subscribers). After a certain threshold has been reached, another license must be purchased.

    • - Software Licensing is on a throughput basis (eg., per Terrabyte throughput). After a certain threshold has been reached, another license must be purchased.

    • - Software Licensing in on a right to use model (i.e., growth of subscribers / transactions / users. This model is measured and charged on a frequent basis (monthly / yearly) and different from the "Perpetual" model where you charge once for perpetual license).

    • - Software Licensing is not dependent on either the number of subscribers or information throughput.

  • When it comes to pricing of data science services, what type of pricing model did Competitor X provide to its CSP customers?

    • - Time & Material-based Fees for services

    • - Fixed Fee where the scope of the project is well-defined

    • - Data Science Services fees were covered in the overall solution offered

  • What criteria best describes how Competitor X charged for data science services fees for its BDA platform:

    • - Data Science Services fees are on a per subscriber basis (eg., per 100,000 or per 500,000 subscribers)

    • - Data Science Services fees are on a throughput basis (eg., per Terrabyte throughput)

  • When it comes to pricing of administrative services, what type of pricing model did Competitor X or its service provider charge its CSP customers?

    • - Time & Material-based Fees for administrative services

    • - Fixed Fee for projects where the scope of the project is well-defined

    • - Administrative Services fees are covered in the overall solution offered

  • What criteria best describes how Competitor X pays for administrative services fees for its BDA platform:

    • - Administrative Services fees were on a per subscriber basis (eg., per 100,000 or per 500,000 subscribers)

    • - Administrative Services fees were on a throughput basis (eg., per Terrabyte throughput)

 

From BTS Antennas Project:

 

  • What is Competitor X's pricing strategy with respect to different customer groups (operators, OEMs, etc.)

  • How does Competitors X’s pricing strategy differ according to various regions?

  • What was Competitor X’s turnover and operating margin in 2014 for the following product groups: i. Passive base station antennas; ii. Active base station antennas?

  • What are some of the key pricing strategies currently in use in this market?

  • In the opinion of CSP X, which vendor offers the best pricing approach to their antenna products?

  • What approach does Competitor X offer?

  • What is their price per unit for various types of antennas in place in CSP X?

  • Does Competitor X offer volume discounts? If so, how much? At what levels do these volume discounts start?

  • How is Competitor X's antenna pricing packaged within a turnkey solution?

 

From Carrier E-Commerce Platforms Project:

 

  • What was the initial budget for the project to implement E-Commerce Platform X in CSP Y – license & deployments? And what was the reality?

  • Did the initial project scope include

 

From Contact Centre Solutions Project:

 

  • What is the licensing method for digital channels such as Chat used by Chat Solution Vendor X? (Perpetual? or SaaS?)

  • How does Chat Solution Vendor X bill for its Chat solutions?

  • On which UOM (unit of measure) does Chat Solution Vendor X base their pricing / quoting?

  • Is pricing based per user, per connection, or by data?

  • Is there more than one unit of measure per channel or per customer size? Or is it a combination?

  • If data volume is the UOM, how does Chat Solution Vendor X bill for chat? By number of interactions? By number of end users of the service?

  • What are Workforce Optimization Vendor X's revenue model and the value it represents.

  • What is the pricing structure for the Workforce Optimization Vendor X product A, B, C? What are the usual discounts offered? What are the average deal sizes?

  • What is the customer payment model (monthly/annually, etc.) used by Customer Experience Analytics Vendor X?

  • What is the average annual account value of Customer Experience Analytics Vendor X?

  • What is the ratio between licensing revenue and services revenue at Customer Experience Analytics Vendor X?

 

From Managed Security Solutions Project:

  • What are the potential deal sizes for Enterprise / mid-size businesses, for example Security Operations Centres % as part of these MSS deals

  • Does CSP X have any challenges in pricing / bundling of MSS services to its business customers?

  • Does CSP X see any challenges around the ordering process of managed security services, especially for mid-sized customers?

 

From Internet of Things Project:

  • Please describe the typical pricing models used for Product X of Home IOT Platform Vendor Y?

  • Is Home IOT Platform Vendor X's pricing a perpetual license model or an annual license model?

  • Is Home IOT Platform Vendor X's pricing based on a time-based or utility based model?

  • Is Home IOT Platform Vendor X's licensing dictated by average / maximum usage?

  • What are Home IOT Platform Vendor X's typical pricing packages?

  • What are Home IOT Platform Vendor X's customization and tactics used for providing pricing discounts?

  • What conditions dictate the approval and amount of the discount offered by Home IOT Platform Vendor X?

  • Are customer case-specific modifications made to the pricing deployed by Home IOT Platform Vendor X?

  • What is the fee structure used for Home IOT Platform Vendor X products?

  • Is the fee structure deployed by Home IOT Platform Vendor X Freemium, Fixed fee, or other? Please describe the price-points for this model?

  • When Home IOT Platform Vendor X implements a Freemium model, do they charge a monthly fee when their customer doesn't charge it from the end users?

  • Does Home IOT Platform Vendor X charge more for extra services such as home automation or is it based on a fixed fee model?

  • What are the main factor that the pricing of Product X from Home IOT Platform Vendor Y is dependant on?

  • What are the price points of Home IOT Platform Vendor X based on the following:

    • i. $/periods

    • ii. $/active accounts?

    • iii. $/ x licenses?

    • iv. $/connected panels?

    • v. $/ additional services?

    • vi. Or % of the sum paid by user?

  • Does Home IOT Platform Vendor X have different pricing strategies for different verticals (telco, utilities, etc.)?

  • Does Home IOT Platform Vendor X have different pricing mechanisms for different type of SPs?

  • What are their price-able items of Home IOT Platform Vendor X's solutions?

  • What are Home IOT Platform Vendor X's maintenance and service license structures?

  • Does Home IOT Platform Vendor X charge for upgrades? How much do they charge for upgrades?

  • Does Home IOT Platform Vendor X charge for trainings? How much do they charge for trainings?

  • Does Home IOT Platform Vendor X charge for integration with other services? How much do they charge for service integration?

  • Does Home IOT Platform Vendor X charge for customizations?

  • What are the percentage requirements for their SLAs? For eg: 100% uptime etc.

 

From Network Function Virtualization Project:

  • Please describe the typical pricing model of NFV-Orchestration (NFV-O) solutions that are being considered/trialed/used by your organization.

  • In your knowledge, what are the typical growth factors that are used to determine sizing and the resulting price of NFV-O solutions? For example: per VMs, CPU sockets, CPUs, datacenters, etc.

  • Please explain how the usage statistics are measured for these growth factors. For example: by average, by max, etc.

  • Please provide an example of how the price is calculated if more than one growth factor is applied.

  • Please explain how the price per growth factor would change if the capacity of the growing factors changes. For example: If a single CPU socket can now run 1000 VMs and not 100VMs, will the price per CPU socket change?

  • Please provide an example for the size of the system (CPU sockets, VMS, etc.) and Network Functions implemented that would lead to the minimal initial license price.

  • In your knowledge of NFV Orchestration offerings available in the market, please provide example pricing points for NFV Orchestration. I.e. – example of system size and matching price point.

 

From OSS / BSS Systems Project:

  • What was the revenue breakdown between licensing and services for Online Charging Solution Vendor X?

  • Can you describe what licensing model Vendor X used for their online charging system?

  • What is the price per subscriber for Vendor X’s Online Charging system? Is the preferred price amount dependent on the local ARPU (for example: low ARPU regions would prefer paying less per subscriber) or by the type of subscriber serviced?

  • Please describe your opinion on Vendor X's revenue model, and the benefits of a per subscriber pricing structure as opposed to a per user pricing structure.

  • What is the typical ratio between pre-paid licenses vs. post-paid licenses purchased by CSPs?

  • What is the typical ratio between Residential licenses vs. Business customer (SMB and Enterprise) licenses purchased by CSPs?

  • Please describe the key components of the license fee.

    • What does the base fee include?

    • What are the key use cases?

    • Are use cases generally included in the base fee or is the base fee bare-bones?

    • Can you run a base system or do you have to add use cases?

    • What are you willing to pay an additional license fee for?

    • What are the price-able components (i.e. which components have a list price)?

    • Is maintenance paid on the list price or the net price?

    • Please describe the license fees for the following components: Notification Manager, Features (such as VoLTE charging), which are a part of online charging. 

 

 

BROWSE QUESTIONS IN ADDITIONAL AREAS:

 

PRODUCT MANAGEMENT          

                                                                  PRICING

                                  STRATEGY

                                                                   MARKETING

                                          SALES

                                                                   CHANNEL PARTNERS 

Every year, we answer thousands of client questions impacting every aspect of our clients' operations. 

Here are a few sample lists of these questions, under the different areas of interest:

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