Pricing and Licensing Audit

ESPE Services
Harmonize pricing and licensing to support scalability of your business operations
Be certain that pricing and licensing policies are aligned

Implement adjustments and benefit from further support

Pricing and Licensing Audit

Pricing and licensing audit serves a pivotal role in ensuring the alignment of effective and scalable business operations with the objectives for margin of your company's major stakeholders and decision makers. Leveraging ESPE's expertise and drawing from the best industry standards and practices, the audit aims to present actionable recommendations for enhancing the existing Company Pricing and Licensing Policies.

Key highlights of the audit encompass:
  1. Examination of Pricing and Licensing Policies (if those exist and are in alignment).
  2. Evaluation of internal and external pricing policy coherence, suggestions on harmonization with market dynamics.
  3. Assessment of scalability readiness for expansion into new target audiences and territories.
  4. Examination of pricing methodologies for solution add-ons and cross-selling, encompassing both internal and external "complimentary" positions.
  5. In-depth market research to inform future decision points, encompassing competitors, trends, and the rationale for changes.
  6. Channel pricing policy analysis, including the intricacies of discount decision trees.
In the context of business scalability, licensing exerts a profound influence on the functionality of sales support systems, their associated costs, and the expenditure required for their maintenance and enhancement. A notable number of software vendors encountered substantial hurdles in scalability, necessitating a re-evaluation and modification of their established pricing and licensing policies even as they had already cemented their status as well-established enterprises. This led to substantial investments in comprehensive renovations.

Business logic that functions effectively within a certain threshold of monthly orders can often become less efficient and chaotic as order volumes increase due to market growth and heightened demand for exceptional products. Furthermore, in the realm of channel sales, the incorporation of automated quoting tools becomes indispensable according to industry standards. The cost-effective implementation of such tools is heavily influenced by the design and adaptability of the company's pricing and licensing policies to reflect contemporary realities.

Adjustments Implementation and Further Support

The results of the audit and our recommendations will need to be implemented, and we can help you with that.

Additional steps we may need to take to ensure you get a great result:
  • Analysis of all documentation available on your solutions. Examples of the documents that might be useful: Sales operations and enablement charter, Sales and SOps roles descriptions, processes and workflows, Discount decision trees, Licensing policy, Sales systems infrastructure designs / maps, Pricing policy, Access to the pricing / licensing / quoting / ordering tools, Access to sales/BI reporting tools, Partner program
  • Access to existing licensing / hardware managing modules
  • Market research on competitors licensing
  • Deep interviews with Head of sales, Sales managers, Sales ops specialist, Sales systems engineers, BI analysts
  • Verification of licensing policy
  • Internal and external (with market) pricing policy consistency
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