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.