Pricing and Packaging
Pricing philosophy: transparent at the bottom (T1 PLG public pricing), conversation-led at the top (T4/T5 negotiated). Per-key is the dominant unit; modules are bundled aggressively so we don't lose deals on "which-module-do-I-buy" confusion.
1. The five public tiers
| Tier | Audience | Headline price | Includes | Not included |
|---|---|---|---|---|
| Starter | Homestays, AirBnB, small PG (T1) | ₹2,499 / month | PMS, channel, payment, mobile app, 1 user | Banquet, spa, asset, RM |
| Plus | Growing T1 / small T2 | ₹4,999 / month | + housekeeping, multi-user, branded receipts | Banquet, spa, asset, RM |
| Pro | SMB hotels (T2) | ₹399 / key / month, min ₹19,999 | All Plus + POS, banquet, spa, asset, CRM | RM module, white-label |
| Business | Mid-market (T3) | ₹549 / key / month, min ₹49,999 | All Pro + RM, multi-property, advanced analytics | White-label |
| Enterprise | Chains (T4, T5, T6) | Custom quote | All Business + SLA, dedicated CSM, custom integrations | (everything included on agreement) |
Annual prepay → 2 months free (~17% discount).
2. The per-key economics (T2/T3 anchor)
Per-key pricing creates predictable AOV and aligns growth with customer revenue. The default Pro/Business unit price:
| Tier | ₹/key/month | Min monthly | Implementation (one-time) |
|---|---|---|---|
| Pro | ₹399 | ₹19,999 | ₹35,000 (one property) |
| Business | ₹549 | ₹49,999 | ₹85,000 (one property) |
| Enterprise | ~₹450 blended (volume-discounted) | ₹3,00,000 | ₹3-8 lakh per property |
Worked example — 80-key 3★ hotel on Pro:
- 80 × ₹399 = ₹31,920/month
- Annual = ₹3.83 lakh
- Implementation = ₹35,000
- Year-1 invoice ≈ ₹4.18 lakh, Year-2+ ≈ ₹3.83 lakh
Worked example — 5-property chain, 350 keys total, on Business:
- 350 × ₹549 = ₹1.92 lakh/month
- Annual = ₹23.04 lakh list
- Volume discount (5+ properties): 15% → ₹19.6 lakh ARR
- Implementation (5 properties): ₹3.75 lakh
- Year-1 invoice ≈ ₹23.3 lakh
3. Per-outlet pricing (T6 — restaurants)
POS-led pricing for restaurant chains. Different unit (outlets, not keys).
| Tier | ₹/outlet/month | Includes |
|---|---|---|
| POS Starter (single outlet) | ₹3,999 | POS + KOT + KDS + GST + Razorpay |
| POS Pro (multi-outlet) | ₹2,999 / outlet | + aggregator integration, central inventory, multi-outlet reports |
| POS Enterprise | Custom | + custom integrations, dedicated success manager |
KDS-kiosk app — included. Each additional KDS terminal — ₹999/month/terminal beyond first 2.
4. Per-bed pricing (PG / coliving)
| Tier | ₹/bed/month | Min |
|---|---|---|
| PG Starter | ₹99 | ₹4,999 |
| PG Pro | ₹149 | ₹14,999 |
Includes: bed inventory, recurring monthly billing, UPI mandate, Aadhaar KYC + masking, maintenance tickets, asset tracking.
5. Add-on modules (across all tiers)
| Add-on | Pricing | Notes |
|---|---|---|
| Revenue Strategy / AI RM | ₹15,000 / month or ₹2,499 / key/year flat | included in Business + Enterprise |
| Custom integrations | ₹50,000 - ₹2,00,000 one-time per integration | scope-driven |
| White-label / brand portal | ₹25,000 / month base + ₹X/property | Enterprise only |
| Dedicated CSM | ₹25,000 / month | Enterprise standard, Pro+ optional |
| Premium 24×7 support | ₹10,000 / month / property | optional |
| Branded loyalty tier | ₹10,000 / month | optional |
| Banquet event module | included Pro+ | sub-quote for standalone banquet halls |
| Spa module | included Pro+ | sub-quote for standalone spas |
| Multi-language (TA/TE/VI beyond EN+HI) | ₹5,000 / month / extra language | optional |
| Hardware-as-a-service bundle | Custom | through hardware partners |
6. Discount policy
| Discount | Approval | When to offer |
|---|---|---|
| 0-10% | ISR/AE | Annual prepay, multi-year |
| 10-15% | Team lead | Multi-property, ramp commit |
| 15-25% | VP Sales | Strategic logo, competitive |
| 25-40% | CEO | Lighthouse deals only (max 5 per year) |
| >40% | Board | Effectively never |
Discount floors (rep cannot go below without override):
- T1: ₹2,499/mo Starter — no discount; annual prepay only
- T2 Pro: ₹350/key/month (vs ₹399 list) — 12% floor
- T3 Business: ₹475/key/month (vs ₹549 list) — 13% floor
7. Multi-year and ramp deals
| Term | Discount | Notes |
|---|---|---|
| 1 year | 0% | default |
| 2 years (prepay both) | 22% | locks customer in |
| 3 years (prepay all) | 32% | only for T3+ |
| 3-year ramp (10%/30%/60% pricing over Y1/Y2/Y3) | net ~25% Year-1 dilution | only for T4/T5 with C-level signoff |
8. Payment terms
- Default: annual upfront, invoiced 30 days before service start
- Quarterly: allowed for T2-T3 on Pro+; 5% premium
- Monthly: PLG only; auto-debit via Razorpay subscription
- NET-30/NET-60: Enterprise only; CFO approval required
- Implementation fee: 50% on signature, 50% on go-live
- Hardware (if bundled): 100% on shipment
9. Pricing for switch-from-competitor offers
Standard switch incentive:
- Free month for every month remaining on incumbent contract (capped 6 months)
- Free data migration (covered by KeyNova CS)
- 90-day money-back if not happier (capped at first year's fee)
Eligibility:
- Must be coming from a named competitor with proof of cancellation
- Must commit to annual prepay or longer
- Subject to VP Sales review
10. Pricing for greenfield (new property opening)
"Open-with-KeyNova" program:
- First 90 days at 50% off
- Free implementation (waived ₹35,000-85,000)
- Pre-opening setup + staff training included
- Featured case study after first 6 months (mutual marketing)
Eligibility:
- Property not yet operational (opening within 90 days of contract)
- Minimum 30 keys
- Marketing rights granted
11. International / non-INR pricing
Not active in FY26-27. Placeholder rates for inbound inquiry:
- Convert at exchange + 10% headroom
- Require annual prepay
- Local entity invoicing handled by Finance ad-hoc
12. Pricing review cadence
| Trigger | Action |
|---|---|
| Win-rate drops below 28% in any tier | Pricing review by VP Sales + CFO + CEO |
| 3+ wins via "no discount" close at floor | Test list-price increase |
| Competitive launch with new pricing | 60-day field-data collection then review |
| Annual (every March) | Cycle-end pricing review |
13. How to talk about price (rep guidance)
Do
- Anchor on TCO not unit price ("you'll save ₹3 lakh/yr in vendor sprawl")
- Use the ROI calculator (see
[[ROI Calculator Spec]]) - Lead with annual figure, not monthly (matters for procurement)
- Bundle modules; never let prospect "shop" individual modules
- Walk the prospect through value-based justification first, price second
Don't
- Volunteer discount before "no" three times
- Compete on per-key price against eZee — they will always undercut
- Quote pricing in first call (unless PLG tier)
- Negotiate against yourself
- Promise pricing not in this doc without VP Sales approval
14. Pricing FAQ
Q: Why are you more expensive than eZee? A: We're not, on a like-for-like basis. eZee at ₹2,500/key gets you PMS; KeyNova at ₹399/key (Pro) gets you PMS + POS + channel + banquet + spa + asset + CRM. If you compare bundles, we're 20-30% cheaper.
Q: Can I just buy PMS? A: No — we don't unbundle below Plus tier. The unbundled-PMS market is mature and we don't compete there.
Q: What if I have 200 keys but mostly empty? A: We charge per active key (inventory), not occupied. Talk to us if your seasonal property has a long off-season — there are pause-credits available for resorts with documented off-season closure.
Q: Do you offer perpetual licenses? A: No. SaaS only.
Q: Can I run KeyNova on-premise? A: No. Cloud-only. For DPDPA/data-residency, we are in ap-south-1 region.
Last reviewed: 2026-05-16 — needs VP Sales + CFO validation before publish