What potential risks with tokens should I understand?
Moderate to high discounts can dramatically reduce the size of a deal.
Tokens should be positioned as a way for customers to get access to capability for a fraction of the list price. You should cut the number of tokens before you cut the price
Tokens are a way for customers to rationalize license investments. They already represent substantial discounts over more traditional licensing approaches.
Customers using tokens, have access to a lot of new technology and might start asking questions related this broader set of applications.
An increased focus on training and support is required.
Sell training to maximize the value your customer will get from their investment and stay in contact with them to ensure they are successful.
Our presales team need to understand and be able to show the wide variety of products in the NX Design token pool.
Our support team have an internal process to connect experts who can support customers when they lack local experience of advanced or niche solutions
Sales will grow their business by selling more tokens. So, while new software modules will be developed and can be made available under a token model… This will NOT automatically create new business, even if a lot of customers start using them.
It is important to invest in the customer so that they can successfully use more capabilities which will lead them to reaching the limit of their token-pool and help you sell more tokens.