Enterprises need pricing that looks good to CFOs while actually driving adoption. The solution is a hybrid model that provides budget certainty with growth flexibility.
Pilot Phase: Fixed Investment
$25,000-50,000 fixed fee for 3-month pilot
Covers one complete workflow, up to 20 users
Includes all setup, integration, and success management
Positions as “investment” not “expense”
Expansion Phase: Tiered Platform Model Create a three-tier structure that appeals to different stakeholders:
“Consumption model means you only pay for value delivered”
Critical success factor: Your champion must help design the pricingmodel. They know what will fly with their CFO. They understand internal budget cycles and thresholds. They can position the investment narrative internally.
Make pricingstructure your expansion ally, not enemy. Each tier should make the next tier feel inevitable, not expensive. When staying small becomes constraining, growth becomes logical.
Most importantly: Tie pricing tiers to value delivered, not features.
This pricingmodel satisfies all stakeholders: CFOs get predictability, procurement gets a familiar structure, champions get flexibility, and you get sustainable growth. The champion in the middle makes it all work, translating value up to executives and capability down to users.
Gennaro is the creator of FourWeekMBA, which reached about four million business people, comprising C-level executives, investors, analysts, product managers, and aspiring digital entrepreneurs in 2022 alone | He is also Director of Sales for a high-tech scaleup in the AI Industry | In 2012, Gennaro earned an International MBA with emphasis on Corporate Finance and Business Strategy.
