Pricing worksheet
This page is for whoever calculates prices. Copy the worksheets into your own spreadsheet. The figures in the worked example are placeholders to show the arithmetic, not recommended prices.
Contents
- Before you start
- Worksheet A: a recurring plan
- Worksheet B: a one-off project
- Worksheet C: a support contract
- Worksheet D: a white-label service
- A worked example
Before you start
Have these numbers ready, from your own books:
Fully loaded cost of one staff hour (salary, taxes, tools, office) ..... $______
Billable hours per staff member per month .............................. ______
Overhead per month (rent, insurance, sales, partner subscription) ..... $______
Number of recurring customers expected in 12 months ................... ______
Target margin ......................................................... ____%The partner subscription prices per level are on Partner plans and prices.
Worksheet A: a recurring plan
Plan: ______________________
Hosting cost per site per month ................................ $______
Backup storage per site per month .............................. $______
Staff hours per site per month (updates, checks, report) ....... ____ h x $____ = $______
Included work hours per month .................................. ____ h x $____ = $______
On-call share per site per month ............................... $______
Overhead share (overhead / expected customers) ................. $______
= Cost floor per month ......................................... $______
x (1 + target margin) .......................................... $______
Market check: comparable offers ................................ $______ to $______
Final price per month .......................................... $______Worksheet B: a one-off project
Project: ______________________
Discovery and content model .......... ____ h
Design and templates ................. ____ h
Extensions and integrations .......... ____ h
Content migration .................... ____ h
Testing (accessibility, browsers) .... ____ h
Launch and handover .................. ____ h
Editor training ...................... ____ h
Project management (15-20%) .......... ____ h
Risk reserve (10-25%) ................ ____ h
Total hours ____ x rate $____ ........ $______
Third-party costs (fonts, images, services) $______
Project price ........................ $______Worksheet C: a support contract
Expected tickets per month: S1 ____ S2 ____ S3 ____ S4 ____
Average hours per ticket: S1 ____ S2 ____ S3 ____ S4 ____
= Expected hours per month ............................ ____ h x $____ = $______
On-call cost per month (if S1 outside hours) .......... $______
Share of partner subscription used as back-up ......... $______
= Cost floor ........................................... $______
Price per month (floor x (1 + margin)) ................. $______
Extra hours above the included ones at ................. $____ / hWorksheet D: a white-label service
7x list price for the service ............................... $______
Your discount at your level (5/10/15/20% on 7x services) .... ____%
= Your cost of the service .................................. $______
Your own work per month (first-line support, account) ...... ____ h x $____ = $______
= Cost floor ................................................ $______
Price to the customer ....................................... $______The discounts by level are on Partner benefits in detail; white label starts at Professional (White-label reseller).
A worked example
A care plan for a small company site. Placeholder figures:
Hosting cost per site per month .................. $20
Backup storage ................................... $5
Staff hours: 2 h x $60 ........................... $120
Included work: 1 h x $60 ......................... $60
On-call share .................................... $0 (business hours only)
Overhead share: $1,500 / 30 customers ............ $50
= Cost floor ..................................... $255
x 1.30 (30% margin) .............................. $331.50
Final price per month (rounded) .................. $330The example shows why measuring staff hours matters most: one extra hour per site per month moves the floor by $60.
Related pages
- Pricing your offer
- Margin and cost worksheet
- Budgeting for upgrades and maintenance
- Free documentation: this page is free to copy, translate and improve under the GNU FDL 1.3.
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