Here are my notes from the first part which covered pricing and other non technical aspects of the upgrade
MOTM
Use the upgrade as your planning time.
It may be the only time you have the customer attention
Hourly vs Fixed:
Hourly Survey: Average upgrade $1,500 to $4,000
Fixed: $6,000 to $15,000+ (sql)
-Money back guarantee
-Use options
-Don’t assume what the customer will pay for
1. Add value (and charge appropriately):
1. Get them to 100cloud
2. Do they want to move servers
3. Tell the 90 Minds story
4. Get on Access agreement
5. On the way in or out - mention ISV options - they are probably already Googling these - don’t presume they aren’t interested
1. Credit Card
2. InstaDocs or Document Management
3. WMS or MFG
4. E-commerce (sell through Amazon or other marketplaces?)
5. Ship
6. Reporting
7. Scripting / hosting / etc
2. Can they benefit from SQL
1. Inexperienced? We have members who can help
3. Price it
1. Fixed vs Hour
1. 3 prices
1. Small: your usual $
2. Medium: usual + 50%
3. Large: usual + 100%
2. Middle seat price is option 1
3. After hours is premium
4. A test upgrade is premium
5. Weekend conversion
6. Converting Reports
7. Project manage integrations
8. Let the customer choose - if nervous make option one similar to last upgrade $
4. Fixed Price Landmines
1. High security environments where you cannot get unattended remote
2. Server moves after project starts
3. Last minute delay (put a start / end range that the price covers)
4. Undisclosed mods or damaged data ( change order )
5. On most cases get paid up front if under $8k
6. Define when upgrade is deemed complete - usually time based - is within x days/weeks/months (depending on option) of go live.
1. You can work the length of time to check data of time into price options
7. Watch for changed table structures - Inventory especially (older versions)
8. You touched it - you own it
---------------------------------
Wayne Schulz - Schulz Consulting - 860-516-8990
---------------------------------