We are selling a Ruby on Rails application on a SAAS model. The monthly fee is determined based on the number of operators and the number of projects each customer is using.
We have been approached by military contractor (their identities has been confirmed) who seems really interested in buying our software. However they :
- Would like to have a "one off" fee
- Have the software run on their servers
They don't want to benefit from future updates of the software and they are ready to pay for several month of support to help them install and setup the software on their servers.
So basically it would be a deal like : "get $XXX, come and install you stuff on our servers, show us how to use it and never hear from us again". Or at least that's the plan.
How can we estimate the price tag we can put on that. We have been talking about the number of users / projects they tell us they would use, so we were going to multiply the monthly price tag for this by a certain number of month (how much) and add a premium to get it on their servers. But we have no way to ensure that they are not actually giving us a number of users/projects that is far below their real use.
Is there any industry standard or the like to calculate that ?