With software and hardware selling models evolving, companies need to ensure that their pricing strategies stay relevant. This $200+MM US enterprise software and hardware business unit was selling their “thick client” software solutions primarily through VARs on a perpetual license basis with maintenance and support. In response to customer demand, the company developed innovative new “thin client” and “mobile” modules that could be offered on a subscription basis. As the result, the company wanted to develop a new subscription based pricing model that, would be offered in conjunction with the existing perpetual pricing models. The Pricing Solutions team conducted in-person research and evaluated internal transaction data to develop a pricing strategy and customer migra

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