XDL Pricing Flashcards
(32 cards)
What are the two questions that set an XDL subscription price?
1️⃣ Fleet size → choose a Volume-Bucket row (Pilot…Enterprise). 2️⃣ Analytics depth → choose a Feature Package column (Core→Insight→Insight-Plus→Enterprise AI). Price = row × column.
Why did we split price into rows & columns instead of one flat fee?
Rows align price to infrastructure cost curve (Redshift/Bedrock). Columns align to customer value (dashboards, AI allowance). Together they protect gross margin and create upsell lanes.
Which fleet-size bucket is most common in our funnel?
Growth-B (60 k – 140 k endpoints) – mid-size co-ops & cities; default 4 RPUs and 75 k free AI queries.
What default bundle distinguishes Insight-Plus from Insight?
Insight-Plus includes one dashboard pack of choice + 25 k extra AI queries (no à-la-carte hunting).
When does an account qualify for ‘Enterprise’ row pricing?
When its fleet exceeds 700 k endpoints (≈500 k for discount trigger)—after infra cost flattens so GM ≥ 55 %.
Name one phrase to explain the grid to execs in <10 s.
“Rows are size, columns are sophistication; multiply and you’re done.”
Old 2022 fee for water & gas meters?
$0.40 per meter per year (≈ 3.3 ¢/mo).
Why did Houston-Water lose money under the old fee?
Unit COGS (Redshift+S3+Bedrock ≈ $0.43/EP/yr) exceeded 40 ¢ list → –8 % GM.
New per-endpoint price range for Insight tier (most deals)?
$0.05 – $0.09 per EP per month depending on volume bucket.
ARR uplift across the 4 pilot utilities (old → new)?
+$603 k (+80 %), from $755 k to $1.36 M in Year 1.
New blended GM across those utilities?
≈ 45 %, compared to 6 % (and negatives) before.
Three pain points fixed by matrix pricing.
① Loss-making water/gas, ② No upsell path, ③ Ad-hoc discounts for large fleets.
What prevents AI-token cost overruns in new model?
Free query allowances per tier + $0.002/query overage SKU → COGS passes through.
Why pilots convert faster under new pricing?
Pilot row starts at $1.5 k/mo floor, avoiding $50 k minimum PO hurdles.
One-sentence value pitch to Finance.
“We doubled ARR and locked > 40 % margin without raising a single utility above 1 % of meter O&M.”
List the four dashboard packs and their personas.
GRID-PK (reliability), NETOPS-PK (network ops), CAP-PK (capacity planning), CUST-PK (customer service & revenue).
Pack list-price per endpoint per month?
$0.010 / EP / mo (≈17–22 % cheaper than two singles).
How many dashboards ship in each pack?
Two (e.g., GRID-PK = IEEE Outage Metrics + Power Quality).
What SKU prefix do all packs share?
XDL-PK-* (e.g., XDL-PK-CAP).
Base build price for any single dashboard?
8 PS credits = $4 200 (standard build).
Standard delivery timeline for a dashboard?
4 weeks (Kick-off → Build → UAT → Go-live → Training).
Automation Basic add-on fee (per EP)?
$0.010 / EP / mo; nicknamed “nightly PDF & email alerts.”
What % of dashboard build is templated vs. configurable?
80 % templated, 20 % configurable for repeatable margin.
Max Pilot discount?
20 % (Pilot row only; $10 k cap).
