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One Response
I always start by focusing on total value for the customer. Once that is established you can easily justify your piece. For example with a SaaS client I work with there were able to use the solution and charge a tenant 10 cents per use. One that was established I said our fee would be 2 cents per use. They get 80% and we get 20%. Of course they have some costs to implement but this would be at most 4 cents per use. Positioned like this it was clear that it was a win-win and there was zero resistance or discussion afterwards.