How industries work: the toolkit

3. Per seat and per customer: software sold by subscription

Prints the prompt and every part you have revealed so far.

New to this industry?Start with its one-minute summary: Software and SaaS

The prompt

A fictional software company in Bengaluru sells project tools to small firms in the US. It charges USD 30 per seat (one user) per month, with a gross margin of 80 percent. A typical customer buys 20 seats. Winning a customer costs USD 7,200 in sales and marketing. Each month, 2 percent of customers leave. Is a customer worth winning?

Practice with a partner

1. Send the interviewer link to a friend. They read the case aloud and hold the answers.

2. You open the candidate view: you see only the prompt, a timer and a notes box.

3. Speak the case out loud. Your partner shares data when you ask, then scores you with the rubric.

Interviewer view
For the person running the case
Open WhatsApp (share the interviewer view link, opens in a new tab)
Candidate view
For the person answering the case
Open WhatsApp (share the candidate view link, opens in a new tab)

Print interviewer sheet

Your turn first

Before you reveal anything, sketch your structure and your first move here.

Clarifying questions, with the interviewer's answers

My notes on this case

Write anything you want to remember. Only you can see it.

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