The Big Vendor Mistake when Presenting Cloud Pricing
Initially many technology partners were unsure whether the cloud was a threat or an opportunity. I'm seeing now that partners, as usual, are finding their way with profitable add-on services like Managed Services (very profitable, by the way), Data Security & Backup, SharePoint Configuration, Workflow Customization; Migration, Identity Management, Migrations (everyone is migrating from SOMETHING right?)
Take Office 365 or Google Apps. While the pricing is free (as in the case with Live@edu) or $6-$27/mo for Office 365 the customer expectation shouldn't be that their only cost for technology is this.
If you, as a vendor, include the following with your cloud-based pricing you'll help your partners out a lot. here it is:
$_________/mo - plus any value-added partner services
Add this to your pricing for cloud applications. That way, customers won't be surprised when a partner proposes services along with the software solution. It maybe seem obvious, but many customers think the price for the software is all that they will pay.
And, as we know with Google's pricing, what seems "free" is really free--like a puppy.
Help your partners out and try to set expectations properly.
Take Office 365 or Google Apps. While the pricing is free (as in the case with Live@edu) or $6-$27/mo for Office 365 the customer expectation shouldn't be that their only cost for technology is this.
If you, as a vendor, include the following with your cloud-based pricing you'll help your partners out a lot. here it is:
$_________/mo - plus any value-added partner services
Add this to your pricing for cloud applications. That way, customers won't be surprised when a partner proposes services along with the software solution. It maybe seem obvious, but many customers think the price for the software is all that they will pay.
And, as we know with Google's pricing, what seems "free" is really free--like a puppy.
Help your partners out and try to set expectations properly.
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