# El-Captain Pricing Strategy

## Market Reality

```mermaid
graph LR
    A[Average Academy] --> B[50 Players]
    B --> C[500 EGP/month each]
    C --> D[25,000 EGP/month collections]
    D --> E[~10,000 EGP owner profit]
```

| Metric | Value |
|--------|-------|
| Average academy size | 50 players |
| Average subscription/player | 500 EGP |
| Monthly collections | 25,000 EGP |
| Owner monthly profit | ~10,000 EGP |
| Our survival number | 150,000 EGP/month |

---

## Trial Model

> **10 days free trial on ALL tiers. Full features. No credit card required.**
>
> After 10 days: pay or lose access. Data preserved for 30 days if they come back.

```mermaid
flowchart LR
    A["Sign Up"] --> B["10 Day Trial<br/>(full features)"]
    B -->|"Day 7: reminder"| C{Converts?}
    C -->|Yes| D["Paying Customer"]
    C -->|No| E["Access Locked<br/>Data kept 30 days"]
    E -->|"Comes back"| D
```

---

## Pricing Tiers

```mermaid
graph TD
    subgraph BASIC["أساسي — 399 ج.م/شهر"]
        B1[150 مشترك]
        B2[3 مستخدمين]
        B3[كل الأساسيات]
        B4[إشعارات أولياء أمور]
        B5[10 يوم تجربة مجانية]
    end

    subgraph BIZ["بزنس — 1,199 ج.م/شهر"]
        Z1[مشتركين بلا حد]
        Z2[10 مستخدمين]
        Z3[POS + مخازن]
        Z4[SMS + تطبيق أولياء]
        Z5[محرك تسعير ذكي]
    end

    subgraph ENT["إنتربرايز — 3,499 ج.م/شهر"]
        E1[فروع متعددة]
        E2[API + تكامل]
        E3[مدير حساب مخصص]
        E4[SLA + ضمان تشغيل]
    end

    BASIC -->|"grows past 150 players"| BIZ
    BIZ -->|"opens 2nd branch"| ENT
```

---

## Tier Details

### أساسي (Essential) — 399 ج.م/شهر

| | |
|---|---|
| **Price** | 399 ج.م/شهر |
| **Trial** | 10 days full access |
| **Target** | 90% of the market (up to 150 players) |
| **Limit** | 150 players, 3 users |
| **Includes** | Attendance, invoices, payments, programs, groups, schedule, parent notifications, WhatsApp support, basic reports |
| **Pitch** | "أقل من اشتراك لاعب واحد" |
| **% of academy revenue** | 1.6% — invisible |

---

### بزنس (Business) — 1,199 ج.م/شهر

| | |
|---|---|
| **Price** | 1,199 ج.م/شهر |
| **Trial** | 10 days full access |
| **Target** | Growing academies (100–500 players) |
| **Limit** | Unlimited players, 10 users |
| **Includes** | Everything in أساسي + smart pricing engine, POS, inventory, facilities/lanes, SMS + email, parent app, advanced reports + export, multi-role permissions |
| **Pitch** | "أقل من ربع راتب ريسبشن" |
| **% of academy revenue** | 4.8% for avg academy, drops as they grow |

---

### إنتربرايز (Enterprise) — 3,499 ج.م/شهر

| | |
|---|---|
| **Price** | 3,499 ج.م/شهر |
| **Trial** | 10 days full access |
| **Target** | Chains & clubs (300+ players, multi-branch) |
| **Limit** | Everything unlimited |
| **Includes** | Everything in بزنس + unlimited branches, API & external integrations, dedicated account manager, team training, SLA + 99.9% uptime guarantee, optional private hosting |
| **Pitch** | "أقل من نص راتب مدير عمليات" |

---

## Conversion Funnel

```mermaid
flowchart TD
    A["Trial Signup<br/>(10 days, any tier)"] --> B["Day 3: First value moment"]
    B --> C["Day 7: Upgrade reminder<br/>'3 days left'"]
    C --> D{Converts?}
    D -->|Yes| E["أساسي (399)"]
    D -->|Yes| F["بزنس (1,199)"]
    D -->|Yes| G["إنتربرايز (3,499)"]
    D -->|No| H["Access Locked<br/>Day 10"]
    H --> I["Follow-up: Day 14, 21, 30"]
    I -->|"Comes back"| E
    E --> J{Growing past 150?}
    J -->|Yes| F
    F --> K{Multi-branch?}
    K -->|Yes| G
```

---

## Revenue Model — Path to 150K (Plan A: Volume)

```mermaid
pie title Target Revenue Mix (153K EGP/month)
    "أساسي × 100 = 39,900" : 39900
    "بزنس × 80 = 95,920" : 95920
    "إنتربرايز × 5 = 17,495" : 17495
```

| Tier | Price | Customers | Revenue |
|------|------:|:---------:|--------:|
| أساسي | 399 | 100 | 39,900 |
| بزنس | 1,199 | 80 | 95,920 |
| إنتربرايز | 3,499 | 5 | 17,495 |
| **Total** | | **185 paying** | **153,315** |

---

## Growth Scenarios

```mermaid
gantt
    title Revenue Growth Milestones
    dateFormat YYYY-MM
    axisFormat %b %Y

    section Survival
    Break-even (150K)          :milestone, m1, 2026-10, 0d

    section أساسي (399)
    First 30 customers         :a1, 2026-07, 30d
    Reach 60 customers         :a2, after a1, 30d
    Reach 100 customers        :a3, after a2, 60d

    section بزنس (1,199)
    First 10 upgrades          :b1, 2026-08, 30d
    Reach 40 customers         :b2, after b1, 60d
    Reach 80 customers         :b3, after b2, 60d

    section إنتربرايز (3,499)
    First 2 enterprise deals   :e1, 2026-09, 30d
    Reach 5 customers          :e2, after e1, 60d
```

---

## Psychology Behind Each Number

```mermaid
mindmap
  root((Pricing Psychology))
    399 ج.م
      Less than 1 player fee
      "If it saves ONE kid from quitting = ROI"
      < 2% of revenue = invisible cost
      Below "needs manager approval" threshold
    1,199 ج.م
      1/4 of a receptionist salary
      Works 24/7 no sick days
      Below "let me think about it" threshold
      Psychological: 1,199 not 1,200
    3,499 ج.م
      Half an operations manager salary
      Does the work of 3 people
      Includes human touch (account manager)
      "If you need to ask the price..."
    10-Day Trial
      Long enough to enter real data
      Short enough to create urgency
      "Day 7 reminder" triggers FOMO
      Data hostage: they invested time
```

---

## Competitive Positioning

```mermaid
quadrantChart
    title Price vs Value (Egyptian Market)
    x-axis "Low Price" --> "High Price"
    y-axis "Basic Features" --> "Full Platform"
    quadrant-1 "Sweet Spot"
    quadrant-2 "Too Expensive"
    quadrant-3 "Cheap but Useless"
    quadrant-4 "Overpriced Junk"
    "El-Captain أساسي": [0.15, 0.7]
    "El-Captain بزنس": [0.35, 0.95]
    "Excel + WhatsApp": [0.05, 0.1]
    "Generic CRM": [0.5, 0.4]
    "Custom Developer": [0.8, 0.6]
    "Hiring Staff Instead": [0.7, 0.3]
```

---

## No-Brainer Proof Points

| Objection | Response |
|-----------|----------|
| "مش محتاج نظام" | "كام لاعب نسيت تحصّل منه الشهر ده؟ لو واحد بس = ٥٠٠ > ٣٩٩" |
| "غالي" | "بتدفع كام لريسبشن؟ ٦٠٠٠؟ ده ربع السعر وبيشتغل ٢٤ ساعة" |
| "هجرب بعدين" | "١٠ أيام مجاناً. سجل دلوقتي. لو مش عاجبك — ما تدفعش" |
| "خايف بياناتي" | "سيرفرات أوروبية + نسخ احتياطي يومي + بياناتك ملكك تصدّرها أي وقت" |
| "مش هيشتغل مع أكاديميتي" | "مصمم خصيصاً للأكاديميات. مش ERP عام حد عدّله" |

---

## Key Principles

> **1. Zero percentages. Flat pricing only.**
>
> Egyptian small business owners HATE commission models — it feels like a business partner taking a cut, not a tool you're paying for. Flat monthly fee = predictable, budgetable, invisible after month 1.

> **2. No free tier. Trial only.**
>
> Free tiers attract freeloaders who never pay and consume support. A 10-day trial creates urgency, demonstrates real value, and filters for serious buyers.

---

## Trial Conversion Tactics

| Day | Action |
|:---:|--------|
| 0 | Welcome email + onboarding checklist |
| 1 | "Add your first 5 players" push |
| 3 | "You've logged 12 attendance records! Imagine losing this" |
| 5 | Mid-trial check-in (WhatsApp) |
| 7 | **"3 DAYS LEFT"** — urgency email + "subscribe now, save 10%" |
| 9 | "Tomorrow your access expires" — show data they'll lose |
| 10 | **Access locked.** Data preserved. |
| 14 | "Your data is still here. Come back?" |
| 21 | Last follow-up. "We're deleting in 9 days." |
| 30 | Data deleted. Account closed. |

---

## Landing Page One-Liner

> **جرّب ١٠ أيام مجاناً. ابدأ بـ ٣٩٩ ج.م بس — أقل من اشتراك لاعب واحد.**

---
---

# PLAN B: Break Even with 20 Customers Only

## The Problem

185 customers is the safe model. But what if we can only close **20 customers** in month 1?

**150,000 ÷ 20 = 7,500 EGP average per customer.**

A small academy paying 7,500/month for software? That's 30% of their profit. Not happening with flat pricing alone. We need a **hybrid + services model** targeting medium-large academies.

---

## Strategy: Software + Revenue Share + Services

```mermaid
graph TD
    subgraph REVENUE["Revenue Streams with 20 Customers"]
        A["SaaS Subscription<br/>Monthly flat fee"] --> T[150K Target]
        B["Revenue Share<br/>% on collections PROCESSED through us"] --> T
        C["Setup & Onboarding<br/>One-time fee"] --> T
        D["SMS & Notifications<br/>Usage-based markup"] --> T
        E["Payment Processing<br/>We become their payment gateway"] --> T
    end
```

---

## Revised Target: Medium-Large Academies

If we can only get 20, we don't go after the 50-player academies. We go after the **150-300 player** ones.

**Average medium academy:** 150 players × 500 EGP = **75,000 EGP/month collections**

```mermaid
graph LR
    A[150 Players] --> B[75K Collections/month]
    B --> C[Owner profit: ~30K]
    C --> D[Can afford: 5-8K for software]
```

---

## Plan B Tier Structure

| Tier | Price | Target | Customers | Revenue |
|------|-------|--------|:---------:|--------:|
| بزنس | 3,999 + 3% | 100-200 players (75K collections) | 12 | 74,988 |
| إنتربرايز | 6,999 + 2% | 300+ players (150K collections) | 5 | 49,995 |
| VIP شريك | 14,999 flat | Clubs/chains (500K+ collections) | 3 | 44,997 |
| **Total** | | | **20** | **169,980** |

---

## Breakdown Per Tier

### بزنس — 3,999 ج.م + 3% of collections

| | |
|---|---|
| **Base fee** | 3,999 ج.م/شهر |
| **Commission** | 3% on payments processed through platform |
| **Trial** | 10 days full access |
| **Target** | Academies with 100-200 players |
| **Their collections** | ~75K/month |
| **Their total cost** | 3,999 + 2,250 = **6,249/month** |
| **As % of revenue** | 8.3% |
| **Setup fee** | 2,000 (one-time) |
| **Includes** | Full platform, 10 users, SMS pack (300/month), onboarding call, data migration |
| **Pitch** | "بندير لك كل التحصيلات. الـ ٣٪ أقل من أي بوابة دفع." |

### إنتربرايز — 6,999 ج.م + 2% of collections

| | |
|---|---|
| **Base fee** | 6,999 ج.م/شهر |
| **Commission** | 2% on payments processed |
| **Trial** | 10 days full access |
| **Target** | Academies with 300+ players |
| **Their collections** | ~150K/month |
| **Their total cost** | 6,999 + 3,000 = **9,999/month** |
| **As % of revenue** | 6.7% |
| **Setup fee** | 5,000 (one-time) |
| **Includes** | Everything + unlimited branches, dedicated account manager, priority support, custom reports, API access |
| **Pitch** | "مدير عمليات رقمي بأقل من ثلث تكلفة الحقيقي." |

### VIP شريك — 14,999 ج.م flat (no %)

| | |
|---|---|
| **Base fee** | 14,999 ج.م/شهر |
| **Commission** | 0% (flat all-inclusive) |
| **Trial** | 10 days full access |
| **Target** | Clubs and academy chains (500+ players, multi-location) |
| **Their collections** | 300K-1M/month |
| **As % of revenue** | 1.5-5% — gets cheaper as they grow |
| **Setup fee** | 10,000 (one-time, includes training) |
| **Includes** | Everything + private instance, SLA, custom development hours (5hrs/month), quarterly business review, team training (up to 20 people) |
| **Pitch** | "شريك تقني كامل. سعر ثابت. بدون مفاجآت." |

---

## Revenue Waterfall (20 Customers)

```mermaid
sankey-beta
    بزنس Subscription, Monthly Revenue, 47988
    بزنس Commission 3%, Monthly Revenue, 27000
    إنتربرايز Subscription, Monthly Revenue, 34995
    إنتربرايز Commission 2%, Monthly Revenue, 15000
    VIP Flat Fee, Monthly Revenue, 44997
    Setup Fees Month 1, Month 1 Bonus, 69000
```

| Stream | Monthly | Notes |
|--------|--------:|-------|
| بزنس × 12 subscriptions | 47,988 | 3,999 × 12 |
| بزنس × 12 commission (3% of 75K) | 27,000 | 2,250 × 12 |
| إنتربرايز × 5 subscriptions | 34,995 | 6,999 × 5 |
| إنتربرايز × 5 commission (2% of 150K) | 15,000 | 3,000 × 5 |
| VIP × 3 flat | 44,997 | 14,999 × 3 |
| **Monthly recurring** | **169,980** | |
| Setup fees (month 1 only) | +69,000 | 12×2K + 5×5K + 3×10K |
| **Month 1 total** | **238,980** | |

---

## Why This Works With Only 20

```mermaid
mindmap
  root((20 Customers Model))
    Higher ARPU
      Target medium/large academies
      Not the 50-player micro ones
      They have budget and pain
      They NEED software not WANT it
    Hybrid Revenue
      Flat fee = predictable base
      Commission = grows with them
      Setup fee = cash upfront month 1
      SMS = ongoing micro-revenue
    Service Layer
      "We run your back-office"
      Not just software but a partnership
      Onboarding call builds loyalty
      Account manager reduces churn
    Sales Approach
      Direct outreach not ads
      10 calls/day = 200 in a month
      15% close rate = 30 opportunities = 20 deals
      WhatsApp demos not landing pages
```

---

## Sales Funnel for 20 Deals

```mermaid
flowchart TD
    A["200 Targeted Outreach<br/>(academies with 100+ players)"] --> B["60 Respond<br/>(30% response rate)"]
    B --> C["40 Book Demo<br/>(67% demo rate)"]
    C --> D["25 Interested<br/>(63% interest)"]
    D --> E["20 Close<br/>(80% close rate on interested)"]
    
    style E fill:#059669,color:#fff
```

| Stage | Count | Activity |
|-------|:-----:|----------|
| Week 1 | 200 outreach | WhatsApp/cold call medium-large academies |
| Week 2 | 60 responses | Book 15-min demos |
| Week 3 | 40 demos | Show THEIR data in the system |
| Week 4 | 20 closes | Offer: "setup free if you sign today" |

---

## Comparison: Plan A vs Plan B

```mermaid
graph LR
    subgraph PLAN_A["Plan A: Volume Play"]
        A1["185 customers"]
        A2["399-3,499 ج.م/customer"]
        A3["~830 avg ARPU"]
        A4["Takes 3-6 months"]
        A5["Needs marketing budget"]
    end
    
    subgraph PLAN_B["Plan B: 20 Whales"]
        B1["20 customers"]
        B2["6,249-14,999 ج.م/customer"]
        B3["~8,500 avg ARPU"]
        B4["Achievable in 1 month"]
        B5["Needs direct sales hustle"]
    end
    
    PLAN_A -.->|"After stabilizing"| MERGE["Combine Both"]
    PLAN_B -.->|"Revenue funds growth"| MERGE
```

| | Plan A (Volume) | Plan B (20 Whales) |
|---|---|---|
| **Customers needed** | 185 | 20 |
| **Avg revenue/customer** | 830 | 8,500 |
| **Time to 150K** | 3-6 months | 1 month |
| **Sales approach** | Inbound + ads + content | Outbound + demos + hustle |
| **Risk** | Slow ramp | High churn if not delivered |
| **Best for** | Long-term stability | Immediate survival |

---

## The Execution Plan (4 Weeks to 150K)

```mermaid
gantt
    title Plan B: 4 Weeks to Break-Even
    dateFormat YYYY-MM-DD
    axisFormat %d %b

    section Prep (Days 1-3)
    Build target list of 200 medium+ academies    :prep1, 2026-07-07, 3d
    Prepare demo environment with sample data     :prep2, 2026-07-07, 2d
    Create WhatsApp pitch templates               :prep3, 2026-07-08, 1d

    section Outreach (Days 4-14)
    Cold outreach batch 1 (100 academies)         :out1, 2026-07-10, 5d
    Cold outreach batch 2 (100 academies)         :out2, 2026-07-15, 5d
    Follow-up non-responders                      :out3, 2026-07-17, 3d

    section Demos (Days 10-21)
    Run demos (target 40)                         :demo1, 2026-07-17, 11d
    Customize demo per academy size               :demo2, 2026-07-17, 11d

    section Closing (Days 15-28)
    Send proposals                                :close1, 2026-07-22, 7d
    Handle objections + negotiate                 :close2, 2026-07-24, 5d
    Sign contracts + collect setup fees           :close3, 2026-07-26, 5d
    Onboard first batch                           :close4, 2026-07-28, 4d

    section Revenue
    First payments hit                            :milestone, 2026-07-31, 0d
```

---

## Sweetener: "Sign This Week" Offers

| Incentive | Cost to us | Perceived value |
|-----------|-----------|-----------------|
| Free setup (waive 2-5K fee) | 0 (it's our time) | High |
| First month 50% off | ~3K revenue sacrifice | Gets them in the door |
| Free data migration from Excel | 2 hours work | "They'll do my data entry?!" |
| 3 months commitment = 1 month free | ~8K deferred | Lock-in + cash flow |
| Free SMS pack for 3 months | ~750 cost | Sticky feature |

---

## Risk Mitigation

| Risk | Mitigation |
|------|-----------|
| Can't find 200 medium academies | Target sports clubs, swimming schools, martial arts chains — not just football |
| They say "too expensive" | Show ROI: "you lost 3 players last month from bad follow-up = 1,500 gone. Our fee = 6,249. We save you 4+ players = pays for itself" |
| Churn after month 1 | 3-month minimum commitment with setup fee as anchor |
| Takes longer than 4 weeks | Plan A runs in parallel — trial signups convert later |
| Commission model rejected | Offer flat-only option at higher base: 5,999 instead of 3,999+3% |

---

## Bottom Line

> **Plan B is the survival play. 20 medium-large academies, direct sales, 4 weeks, done.**
>
> Once the 150K/month is secured, THEN layer in Plan A (399/month volume play) for long-term scale.
>
> You don't need 200 customers to survive. You need 20 of the RIGHT customers.
>
> **No free tier. Ever. 10-day trial only. If they won't pay 399/month after seeing the value — they were never going to pay.**
