Moreover Technologies Blog » enterprise computing http://www.moreover.com/blog Helping Companies Turn Mass Media into Media Intelligence Thu, 29 Nov 2012 14:00:36 +0000 en-US hourly 1 http://wordpress.org/?v=3.4.2 Pricing social computing products for the enterprise http://www.moreover.com/blog/2009/02/24/pricing-social-computing-products-for-the-enterprise/ http://www.moreover.com/blog/2009/02/24/pricing-social-computing-products-for-the-enterprise/#comments Tue, 24 Feb 2009 17:20:05 +0000 Brian Mackie http://blog.moreover.com/?p=256 An interesting piece by Julien Le Nestour from Schlumberger on pricing social applications for the enterprise market. He argues why the usual volume discount approach to sales actually doesn’t reflect the way value is derived by the customer when it comes to social computing products, who, thanks to the network effect, gain value per seat the more employees participate.  So the argument goes: price low, or give for free, the first x nr of seats, secure adoption, then increase cost per seat with uptake and as value starts to show.  So in a way volume discounting in reverse (what’s that termed then?) 

There’s more to it than that, and reasons why life might not quite follow model, but a good article and worth a read.

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