Blog · JUN 5, 2025 · 2 min read
Why We Priced FieldVoice Per MR, Not Per Feature
We priced FieldVoice by seat, not by feature tier, because gating compliance or voice logging behind an upsell defeats the point of the product.
Most enterprise software gets priced in tiers: a basic plan, a professional plan, an enterprise plan, each unlocking features the last one held back. We looked at that model for FieldVoice and decided it works against the product rather than for it.
The problem with feature gating here
FieldVoice exists to replace manual reporting with voice logging that works in a rep's own language, offline, and in a way that produces DGHS and UCPMP-compliant records. If we put compliance logging behind a premium tier, we would be selling half a product to whichever pharma company chose to save money on the wrong line item. Compliance is not a nice-to-have add-on. It is the reason regulated pharma companies can use this at all.
What per-MR pricing actually does
We charge based on the number of medical reps using the product, starting around 700 rupees per MR per month for smaller teams, scaling up toward 75,000 to 100,000 rupees a month for large enterprise deployments with hundreds of reps. Every rep gets the same core product: voice logging in Hindi and eight regional languages, offline capture, and full compliance-ready reporting.
This has two effects we wanted. First, a company's incentive lines up with ours, since the value we deliver scales with reps actually adopting the product, not with how many premium toggles a procurement team can be talked into enabling. Second, it makes the pricing conversation honest. A regional sales manager evaluating FieldVoice for a 15-person team and a national head evaluating it for 400 reps are looking at the same product, at a price that scales predictably with headcount rather than with a negotiated feature list.
What we gave up
Per-feature pricing is easier to grow revenue with over time, since there is always another tier to sell into. We are giving up some of that upside deliberately. A compliance and reporting tool that works differently depending on budget is a tool that eventually fails someone at the worst possible moment, likely during an audit. We would rather have one product that works the same for every MR on it.