Separate the user from the buyer
An employee may use your software every day while a manager approves the purchase and procurement controls the contract. Understand the objectives and objections of each participant. A product can be useful to users and still lack a convincing buying case.
Choose a revenue mechanism that fits usage
Subscriptions may suit recurring access. Usage fees may fit variable activity, provided customers can understand their bill. Project fees suit defined delivery work, while transaction fees depend on completed activity. Each model creates different incentives, collection patterns and servicing obligations.
Map the costs of serving a customer
Include onboarding, infrastructure, support, payment fees and third-party services. Identify which costs rise with activity and which are shared across customers. Keep contribution calculations distinct from the full business cost base. Early founder labour still consumes capacity even when no salary is paid.
Test the model before scaling the sales effort
Explain the proposed price and commercial terms to real buyers. Ask how approval would work, what alternatives they would compare and which costs are difficult to predict. Use actual delivery experience to revise your assumptions. A model that works for one high-touch customer may need redesign before expansion.
Your next steps
- Identify user, buyer and approver.
- Explain the value in customer terms.
- Choose an understandable charging mechanism.
- Estimate onboarding and ongoing servicing costs.
- Test purchase approval and payment timing.