Pricing should not be your most important consideration when comparing sales force automation systems. The system will pay for itself in time through increased sales, so you should be making sure you get a system that truly meets all your needs. It is particularly important that you have confidence in the vendor you choose. (See choosing a vendor for more.)

That said, we can still provide some basic guidelines. ASP based SFA systems are priced per user, per month, and can range from $50 to $100. Client-server solutions are typically priced $200 to $1000 per license plus an annual support and maintenance fee. You can expect volume discounts - the more seats you purchase, the better pricing you will receive. Basic contact management software can be found for under $100 per user. To get quotes from vendors who can meet your SFA needs, answer a couple of quick questions and we will introduce you.

These per-user charges are just the tip of the iceberg, however. Pricing for customization, installation, and training varies considerably. Some suppliers charge higher per-user fees and simply include all the setup work at no extra charge. Others may lowball the per-user fees, and charge more for training and customization work. Because of these differences, it is important to make sure that the vendor gives you a complete breakdown of all the costs associated with getting you up and running.

Other pricing elements to be aware of include total monthly minimums - some suppliers are not interested in deals worth less than $1000 per month - and per-call support charges. Make sure to carefully review all pricing details before making any decisions.

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