Hardware RRP Pricing Case Study

The Business Problem

Hardware was priced from six separate price lists: end-user, OEM, VAR, and regional versions for France and Central and Eastern Europe. Every price change had to be made in several places. It was easy for a quote to pick up an obsolete price, or the wrong list for a particular reseller, and some discounts were set by hand.

Software, by contrast, already worked from a single list price with a discount set for each reseller.

The Solution

wildesoft.net moved hardware onto the same model as software. Every reseller's hardware is now priced from the single end-user recommended retail price (RRP), less a hardware discount stored against that reseller in webCRM. If no hardware discount has been set, the software discount is used instead.

The change was rolled out wizard by wizard (perpetual, subscription, Hive and hardware-only), with beta testing before it went live for everyone.

Alongside it, the USB card reader menus were redesigned. Resellers now choose the card technology, reader, housing and cable step by step, with sensible defaults and checks that stop incomplete selections. Mifare cards and fobs can also now be ordered without a reader.

The Result

Hardware prices are now held in one list, so a price change is made once and applies to every reseller. Each reseller sees prices that are correct for their own terms, and card reader orders arrive complete.

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