rmDATA: SaaS transition and customer migration

How rmDATA structured its pricing logic for SaaS, editions, modules and customer migration.

From licence logic to scalable SaaS monetisation

rmDATA structured its pricing logic for the transition from licence-based software business to SaaS. The work connected customer segments, value proposition, edition and module logic, recurring revenue, price points, customer migration and validation.

Starting point

rmDATA was developing its existing software business in geomatics, information management and reality capturing toward SaaS.

The starting point was typical for established software vendors: the existing business was built around on-premises software and licence-based commercial logic. The new model needed to support recurring revenue, monetise continuous innovation and protect existing customer relationships.

Pricing question

How do you turn an existing software offer into a scalable SaaS model?

The challenge was not a single price number. The decisive issue was the new pricing architecture: which customer segments are genuinely different, which product, service and feature elements create which value, and how can editions, modules and enhancements be designed so customers understand the value and existing customers can be migrated in a structured way?

Work with Optimal Price

The work combined the central building blocks of the MUTUVAL® Framework with practical SaaS implementation logic.

The focus was on:

customer segments and relevant geomatics use cases, value proposition with more than 100 product, service and feature elements, price structure with two bundles, four modules and two enhancements, monetisation elements and pricing metrics for SaaS monetisation, price points derived from current prices, value logic, costs and strategic targets, psychological pricing levers for up-selling, cross-selling and anchor logic, customer migration from old to new commercial logic, validation through interviews and subsequent refinement.