The price is per seat. The value is per transaction.

Most pricing reviews argue about the number. The unit it attaches to is rarely questioned, yet it decides whether a customer's growth ever reaches your invoice.

By Steve 5 min read
Abstract bridge artwork for The price is per seat. The value is per transaction.

Pricing conversations almost always land on the number. Up six percent, hold for a year, discount to close. The question that gets asked far less often is what the number is attached to: the unit of account. Per seat. Per hour. Per site. Per month. Per tonne. That choice was usually made early, for administrative convenience, and then quietly inherited by every contract since. It is also the single decision that determines whether a customer who gets twice as much out of you next year pays you anything more for…

Keep reading for free

Create an account to read the rest.

The whole library is free. No card, no subscription, no trial that quietly ends. An account simply lets us know who we are writing for, and opens every article from here on.

  • Every article, in full, at no cost
  • New articles published every weekday
  • Takes about twenty seconds
Create a free account I already have one

Free means free. We will not charge you for the library, and you can read as much of it as you like.

Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

More on Pricing

Scroll to Top