⚠ PERPETUAL LICENSE SELECTED — READ BEFORE CONTINUING

Unless the customer has a documented hard stop that prevents any subscription model, you should be able to sell them subscription — whether SaaS or self-hosted — at the same price. Because AE breaks out infrastructure (INFRA) separately, the software license price is identical regardless of where it is hosted. There is no software premium for going on-premise.

If the customer is pushing for perpetual, it is often simply a preference for CapEx over OpEx — a lower recurring cost in exchange for a larger Year 1 outlay. That is a valid commercial position and you can accommodate it. However, before confirming perpetual, be aware of the following:

Before continuing with perpetual, confirm:

• The customer has explicitly requested perpetual and has a genuine reason (CapEx, data sovereignty, procurement policy, etc.)
• You have presented both subscription options (SaaS and self-hosted) and the customer has declined both
• You understand that your commission on the Year 1 uplift above ACV is not at full rates
• Your Partner Manager has been made aware

If the customer just wants on-premise, you do not need perpetual — use Self-Hosted Subscription instead. Same software price, same ACV comp, customer hosts it themselves.