How to evaluate a corporate web application?

Question

I am collecting an offer for a large multinational company for our licensed solution. The problem is that I have never before collected something like that, and therefore I do not know what is acceptable. Ignoring the hosting or support (or even the functionality of the application) at the moment and just concentrating on the license, do you think it is more common to do this on the basis of each user, and if that were the case, the company could take into account when prices will fluctuate, since more and more users come on board? Or more common is the user band: 1-1000, 1000-5000, 5000-10000, 10000-25000, 25000-50000, 50000-100k, 100k + (probably the maximum use). Does anyone know any good links about this? Has anyone here acquired a sophisticated multilingual web application for 30,000 users and how acceptable is it?

Answer 1

With big deals, it is usually dumped on every unit of what you sell, so that you can scale with their volume. It probably makes sense to have a base price plus a user license that scales with their use. Another rule of thumb is that when you have a big purchase to get approval, your sales cycle will be quite long, so you should consider the price. This is a pretty good article by Joel Spolsky:

http://www.joelonsoftware.com/articles/CamelsandRubberDuckies.html

If you have never taken an econ course, this will help a lot.

Answer 2

It depends on your situation, I believe this licensed solution has already been completed or it will be created specifically for this company. If this is the first, I would suggest using the previous sentences as a basis. If it develops, it will depend on how you want to recoup your money for its development. What time period do you want to recover your costs, etc. I would say that user groups are probably the most common solution, as people probably don't want to overpay for each individual user.