Pricing rationale — RapidValue IGA (internal)

Cardinal rule. Discount the deal, never the list price. Public pricing is the anchor that protects every future deal. Discount via free addons (Connector Studio, extra users), annual prepay, multi-year commit — not "we'll do it for €3k".

Tier summary

Plan	Price/mo	Target buyer	Key gate
Starter	€5,000	SMB 100-500 employees, IT-led	Up to 500 identities, 3 connectors, basic certifications
Growth	€15,000	Mid-market 500-2,500 employees	Up to 5k identities, 10 connectors, smart certs, role mining
IVIP Visibility	€8,000	Sovereignty-conscious EU mid-market	Read-only analytics, no provisioning surface. SKU for IVIP entry-point.
Enterprise	€40,000+	2,500+ employees, regulated	Unlimited, multi-tenant, SLA 99.95%, dedicated TAM

Competitive anchor (do NOT quote to customers)

Vendor	Typical SMB-mid deal	Pro-services multiplier	Time to live
Saviynt EIC	€120k-300k/yr	1.5-2× license	6-12 months
SailPoint IdentityNow	€150k-400k/yr	1× license	4-9 months
Omada Identity Cloud	€80k-200k/yr	1.5× license	6-12 months
One Identity	€60k-180k/yr	1-1.5× license	3-6 months
Elimity (IVIP-only)	€40k-100k/yr	0.5× license	2-4 weeks
RapidValue Growth	€180k/yr	€0-30k one-time	< 2 weeks

Public price of Growth €15k/mo = €180k/yr lands at the bottom of Saviynt/SailPoint range and beats Omada — while including wizard-onboarding (no pro-services bottleneck) and EU-data-residency by default. Margin on this tier >90% per the cost calculator.

Value-stick math (Growth tier example)

The "value stick" framework: anchor on customer cost-of-status-quo, not competitor cost. Procurement understands cost-avoidance better than feature-comparison.

Customer cost	Status quo / yr	Source
Manual access reviews (manager time)	€48,000	2 FTE-days × 4 reviews/yr × 30 managers × €100/h
Joiner/mover/leaver delays (productivity loss)	€72,000	2 days lost × 240 joiners/yr × €150/day-loaded
Helpdesk tickets (account creation, access requests)	€36,000	15 tickets/employee/yr × 500 emp × €4.80/ticket
Audit findings & remediation	€40,000	SOC2/ISO27001 deficiency rate × remediation hrs
Excess access (over-provisioning risk)	€120,000	Average breach attribution / industry rate
Total status-quo cost	€316,000	1 mid-market customer / year

RapidValue Growth captures €180k of this stick at €0-30k onboarding. ROI < 12 months. The cost calculator shows COGS ~€10-12k/yr per customer at this tier → 93% gross margin.

Per-identity defensibility

Some buyers ask "what's the per-identity charge?" — calculate on the fly:

Plan	Implied per-identity/mo	Per-identity/yr	Industry comparable
Starter (500 ids)	€10.00	€120	SailPoint Standard ~$15/yr per identity
Growth (1,500 ids)	€10.00	€120	Saviynt EIC mid ~$25/yr per identity
IVIP Visibility (5,000 ids)	€1.60	€19.20	Elimity ~€1.80/yr per identity
Enterprise (8,000 ids)	€5.00	€60	SailPoint Enterprise ~$45/yr per identity

IVIP is intentionally low per-identity — pure analytics, no provisioning. Growth is < Saviynt by design (margin still >90%). Enterprise scales sub-linearly with identity count — buyers expect a volume break.

Discount levers (in priority order)

Annual prepay → 15% off. Already on the public pricing page. Use as the first offer.
Multi-year commit (2y or 3y) → 20-25% off. Lock-in at year-1 list price for the duration.
Logo / case-study rights → 5-10% off. Reciprocity; great for sectors we want to break into.
Bundle add-ons free. Connector Studio (€10k one-time), extra ENT users (€2/mo each), agent fleet management — these have low marginal cost; trade them for retaining the list price.
Phased ramp. Year-1 at Starter price, year-2 at Growth — gives customer a glide-path.
Last resort: 10-15% headline discount. Requires founder approval. Document why (deal size, strategic logo).

Never agree to a discount mid-cycle without an extension. "We'll honor your current rate for the next year if you renew at list now" — always renews up.

When to walk

Some deals destroy unit economics regardless of price. Walk if:

Custom connector required at no fee & no clear reuse value (single-vendor SaaS without API standards).
On-premise control plane required at Starter or Growth pricing. Enterprise self-hosted is €80k+ one-time + €40k+/yr.
Custom SLA > 99.99% at Growth pricing. Per the cost calculator: requires cross-region warm standby — COGS doubles.
Indemnification > €5M without enterprise plan + cyber insurance check.
Net 90+ payment terms for non-public-sector. Cashflow killer in year 1.
Heavy ops customer at Starter price. Per cost-calc: standard ops + Starter price = breakeven only at ~30 customers. Move them up or fire.