1,000

CLIENT

QUESTIONS

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

PRODUCT MANAGEMENT          

                                                                  KEY ACCOUNTS

                                  STRATEGY

                                                                   MARKETING

                                          SALES

                                                                   CHANNEL PARTNERS 

What do you know about your competitor's pricing models and licensing?

⛶ What type of pricing model is most common in _________ sales? 

⛶ What licensing criteria best describes how _________ vendors charged for their license?

⛶ When it comes to pricing of module x services, what type of pricing model did _________ provide to its customers?

⛶ How does _________ pricing strategy differ according to various regions?

⛶ What was _________ turnover and operating margin last year for each of its different product groups?

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

⛶ In the opinion of the main 3 big clients in the market, which vendor offers the best pricing approach?

⛶ What is their price per unit for the various types of products in place in clients in the US?

⛶ Does _________ offer volume discounts? If so, how much? At what levels do these volume discounts start?

⛶ How is _________ pricing packaged within a turnkey solution?

⛶ What was the initial budget for the project to implement _________ platform, license & deployments, at a specific customer? and what was the reality?

⛶ What is the licensing method for _________ solution, perpetual or SaaS?

⛶ How does _________ bill for its maintenance services?

⛶ On which UOM (unit of measure) does _________ base their pricing and quoting - 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?

⛶ What is the pricing structure for the different products of _________, in terms of gross costs? 

⛶ What are the average deal sizes of _________ products?

⛶ What is the customer payment model (monthly/annually, etc.) used by of _________?

⛶ What is the average annual account value of of _________?

⛶ What is the ratio between licensing revenue and services revenue at of _________?

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