Product Price

When there’s an impedance mismatch between the value that you deliver and the way that you price, you’re going to encounter friction in the marketplace. For the app enhancement and the app deployment elements of our software, the unit of value is the number of mobile apps that are securely deployed, as opposed to the number of users of that mobile app. In the early incarnation of our pricing, just to kind of align with what we thought were customers’ pricing expectations, we priced based on the user instead of pricing based on the number of app binaries that we security deployed.