At FoxATM, we regularly hold business development workshops with industry providers. Large or small, the most anticipated part is always the same: pricing. I've said before that
ATM systems are the product of a craft and not fully industrialized. This is also visible when it comes to the price of systems, products, and services. All projects contain parts that are tailor-made, which comes with a high price tag.
But how high is too high? And how do we define the price? There are many options, from cost-based to value-based, from one-time payments to subscription models, and don't get me started on conditional discounts and credit notes... Prices vary from project to project and from customer to customer. There is no such thing as a standard price — and this is why nobody advertises prices publicly.
This is a real challenge for buyers. How do you know the price of products when nobody publishes their prices? People speak with each other across countries and ANSPs, and initial, pre-tender discussions are possible. But what comes out of formal offers can vary and can be a surprise. Little changes in requirements can have a surprisingly high impact on the price... or not.
Defining and receiving a price for projects, systems and services in ATM sometimes feels complicated. But you're not alone. If you need some support and want to discuss how to price your products or how to evaluate the budget required for your next project, don't hesitate to contact us!
Vincent