Project Success Stories
Software tool automates
complex enterprise licensing deals.
As a result, even new sales reps were able to fill in the appropriate data fields, hit 'calculate' and arrive at a simple and defendable enterprise license price.
This leading publisher of sales and leadership training business simulations was confronted by an growing number of requests for 12 and 24-month master license agreements. Without an accepted configuration and pricing methodology, a great deal of top management time was being expended for each request coupled with acrimonious disputes between sales, management and customers over what was a fair price and what amounted to an unwarranted price concession.
To solve this dilemma, FUSION evaluated likely course utililization scenarios and configured a fill-in-the blanks license pricing software calculation tool with six simple variables. Recommendations were provided for each variable based on easily-understood alternative client scenarios.
Sensible workarounds were provided for likely contingencies including the midstream introduction of next-generation courseware - and to cover the cost of intangibles like consulting and delivery services.
As a result, even new sales reps were able to fill in the appropriate data fields, hit "calculate" and arrive at a simple and defendable enterprise license price.