57COMMERCIAL

Pricing, Packaging & Business Model

Charge for value and governed activity—not for making the customer’s inventory more complete.

Priority: P0
Phase: Launch
Primary owner: CEO / Finance
Status: Blueprint

Objective

The pricing model should align to enterprise value without discouraging customers from discovering more agents. Avoid charging heavily for every inventoried low-risk agent; that creates an incentive to hide the very objects the product should govern.

What to build

Platform subscription based on organization scale and security tier.
Usage component for governed runtime actions/events or protected workloads.
Enterprise add-ons: customer-managed gateway, advanced data residency, premium retention, dedicated support and advanced compliance.
Optional FinOps savings module or premium analytics tier.
Professional services limited to implementation packages, not required forever.

Implementation decisions

Offer a discovery/governance entry tier that can convert into runtime enforcement.
Use annual enterprise contracts; provide pilot credit toward production commitment.
Define usage metrics customers can forecast and audit.
Create clear overage caps/alerts so security enforcement never becomes a surprise bill.

Definition of done

Pricing can quote a pilot and enterprise rollout without custom invention each time.
Inventory growth is economically safe for customers.
Gross margin remains compatible with high-volume event processing.

Success metrics

ARR/customer
Gross margin
Net revenue retention
Runtime events per dollar of infrastructure

PACKAGING LOGIC

Charge for value and governed activity—not for making the customer’s inventory more complete.