We provide enterprise SaaS systems to banks and lenders which can have some complexity on the product, pricing and timing of pricing… would really appreaciate if anyone has any guidance or examples of a similar setup we can use.
We have a core system called c3 and there are several add on modules f3, r3 etc.
From a pricing perspective all of the products can fall in to a fairly consistent pricing structure where there is an:
Implementation fee: this could be £10,000 on delivery of system, or a number of milestones in the delivery.
Licence fee: This is a fixed monthly amount such as £3,000.
Variable fee: This is a monthly fee linked to the number of live customers they have in the system x £15pm (our finance team pulls this data each month) so we have a forecast number and an actual each month.
Per usage fee: This works in the similarly to the variable fee, but against the number of usages of a particular product eg number credit submissions through f3 x £30pm.
I’m sort of feeling the deal should have the projected levels and projected timings… but the account (or associated custoer object) once won should manage the month on month earnings… potentially vs forecast based on input of the varaible figures.
Hi @Michael-Ellis! Welcome to the Community-- happy to have you here 
The Community offers valuable insights from subject matter experts, but for a more comprehensive consultation, consider connecting with a HubSpot Partner in the Solutions Directory. I’d also like to invite @JWingate2, @Jnix284, @Josh to the conversation-- do y’all have any advice for using HubSpot with this business model? Thanks!
Best,
Kennedy
That pricing structure makes sense, especially with the mix of fixed and variable components. Having projected levels upfront could help with forecasting, but a dynamic model that adjusts based on actual usage would keep things flexible and accurate. Have you considered automating the monthly variable fee calculations to streamline reporting.
hope you are doing good.
Your model if pretty normal for SaaS companies
and having a fixed fee and also variable costs depending on the app usage.
Most of our clients handle this in HubSpot perfectly, in some cases having Accounts as a custom object that will copy the information from the deal once Closed one and will give origin also to the recurrent revenue calculation. We usually handle this with a Custom object and many automations with Operations Hub.
This info can be set manually of course but In most cases we put in place integrations to have real time information about app usage, not only to update the Account status in HubSpot and calculate the MRR but for every team to be able to see HubSpot as a single source of truth of their customer’s information.
If you need help setting this up let me know, or you can setup a meeting with us here.
hope this helps