I am continually mystified at how many ISVs can't provide ballpark pricing early on. Nobody wants to commit or mislead about a pricing promise at the early stage.
BUT ISVs have plenty of data internally to size the ballpark. Customers care about pricing at two stages of the sales cycle:
- Early: Is this solution remotely affordable for our company? That is mainly an investment question AND a value/payoff concern. They KNOW you can't commit fully -- but they'll play games against you to make you think they must have it; why not?
- Closing: Now I don't want to leave anything on the table AND I want to minimize the risk of failure.
ISVs know:
- Lots of ways a customer can reduce tangible cost and/or increase revenue with their solution. Use these points as deep conversation to establish value early on.
- The range of solution prices paid by their customers. They can produce median (not average) pricing by installation size, warehouse complexity, etc. 80/20 fits well. Why can't there be "customers with x-to-y SKUs generally end up investing Z$ over the first 3 years."
- They know a handful of customer decisions/actions that cause their pricing to go up, and another set that will controll costs.
ISV reps are terrified of scaring off a customer with initial pricing. Our approach should be something like, "Thousands of Sage 100 distribution customers successfully use Scanforce. 80% of our customer base has SKU counts between x and y, and you fit in that range. Half of our customers invested around $A and the top half around $B. Can we explore your operational needs now and see if your needs fit within that large group of happy customers making money off their investment?"
Remember, most of these prospects have already used the internet to see what's out there. Most of the marketing materials out there need people to connect with these prospects in way to make their options clear.
I think this is the challenge all ISVs, not just Scanforce, need to meet.
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Jerry Norman
Smartbridge Partners
(512) 653-7498
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Original Message:
Sent: 01-27-2026 10:47
From: Woody Myers
Subject: Barcoding Basics for Sage 100 Teams
I will share this feedback with the team and see if something can be arranged.
But, as discussed earlier this month, pricing can be a touchy subject. :)
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Woody Myers
Marketing Coordinator
ScanForce Software
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Original Message:
Sent: 01-22-2026 12:31
From: Wayne Schulz
Subject: Barcoding Basics for Sage 100 Teams
@Woody Myers - the only other thing that I always get questions on is price.
Maybe some type of starts-at pricing for various levels of use.
Keep it very high level but at leasts give an idea of what a typical type of customer might spend
I think clients will be interested in this type of info that helps them pre-qualify as well as educate themselves
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Wayne Schulz
wayne@s-consult.com
Schulz Consulting
(860) 516-8990
Connecticut
Original Message:
Sent: 01-21-2026 11:43
From: Woody Myers
Subject: Barcoding Basics for Sage 100 Teams
Thank you, @Amber Prayfrock and @Madeline Stefanou! We're glad to help.
If anyone has any other topics they'd love to have explored like this, please let me know!
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Woody Myers
Marketing Coordinator
ScanForce Software
Original Message:
Sent: 01-21-2026 11:20
From: Madeline Stefanou
Subject: Barcoding Basics for Sage 100 Teams
I got a chance to request and download, and review. That is a GREAT Document, Thank you @Woody Myers
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Madeline Stefanou
RKL eSolutions, LLC