Capturing value from enterprise customers
Large enterprise customers derive enormous value from Ply but pay the same per-location rate as SMB customers.
"Big company, small footprint" customers get 10-20x more value but pay the same or less.
Small customers represent minimal revenue but disproportionate churn and support burden.
Implementation capacity drives 54% of churn. Higher prices with better onboarding could actually reduce churn.
| Company | Model | Enterprise |
|---|---|---|
| Fishbowl | Per user | $75K+/year |
| Cin7 | Order volume | Custom |
| Zoho Inventory | Per org | $249/mo |
| Katana MRP | Order volume | $1,799/mo |
| Brightpearl | Volume-based | $15K+/mo |
| SkuVault | Order volume | Custom |
| Company | Model | Enterprise |
|---|---|---|
| Trimble Materials | Custom quote | Not published |
| Kojo | Custom quote | Not published |
| Procore | % project value | $25K-$60K+/yr |
| ServiceTitan | Per technician | $398/tech/mo |
| Company | Model | Enterprise |
|---|---|---|
| NetSuite | Base + users | $50K-$200K/yr |
| SAP B1 | Per user | $219/user/mo |
| Acumatica | Transaction vol | $3K+/mo |
| Company | Model | Enterprise |
|---|---|---|
| Bill.com | Per user + fees | $89/user |
| Coupa | Spend managed | $50K-$500K+/yr |
Key patterns: Enterprise = custom/negotiated. Value-based models capture more from large customers.
Higher price for first locations, degressive as count increases.
| Locations | Current | Proposed | Change |
|---|---|---|---|
| 1-2 | $185 | $350 | +89% |
| 3-5 | $185 | $250 | +35% |
| 6-10 | $185 | $200 | +8% |
| 11+ | $185 | $175 | -5% |
Captures more from small-footprint enterprise
Volume discount rewards growth
Simple to implement
Minimum monthly fee creates pricing floor for enterprise accounts.
| Tier | Platform Fee | Included | Additional |
|---|---|---|---|
| Growth | $0 | - | $185/loc |
| Business | $500/mo | 3 locations | $200/loc |
| Enterprise | $2,500/mo | 10 locations | $175/loc |
| Strategic | $7,500/mo | Unlimited | Included |
Ferguson/Waterworks at enterprise tier: $370/mo → $2,500/mo (+575%)
Combined tiered pricing + enterprise tier projects $25K+ MRR increase within 12 months.
Large LA reclamation plant, 1-3 locations, $100K+ annual value.
25% market share, $160M opportunity across 33 target utilities.
Update pricing page, train sales, begin selling at new rates.
Define qualification (>$50M revenue), create contracts.
Target Ferguson, Waterworks, BMI utilities.
Existing customers: maintain pricing for 12 months
90-day notice before renewal increases
Lock current pricing with 2-year commit
Combine tiered location pricing for all customers with enterprise platform fees for strategic accounts.
Tiered pricing: $350 for first 2, $250 for 3-5, degressive after.
Platform fee: $2,500/mo minimum with premium support and SLAs.
Ready to discuss pricing thresholds, grandfathering approach, and enterprise targeting strategy.