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My customer would like to establish a fee structure for SMB.
I understand that Turbonomic's target is the users who have large system which is composed over 500 VMs. My customer is considering embedding Turbonomic to their own cloud management service, and they try to sell it to SMB.
Currently, Turbonomic's fee structure is not for SMB but for enterprise. If SMB uses Turbonomic, customers will not be able to archive ROI.
My customer would like us to consider establishing a new fee structure for SMB(They simulate that they sell their service to customers who have about 50-60VMs) and they hope that their customers(end users) to be able to archive ROI. They think that their customer's would be able to archive ROI, if the price cut in half.
If end users archive ROI, my customer can suggest their own service(incl. Turbonomic) more easily, and their business will expand. Also, I'm of the view that there are possibilities to be able to identify opportunities in a new market such as SMB.
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