The 90-Day Commercial Calculator

§1 · Why This Exists

The single biggest objection in 2nd-meeting with a MOD buyer is "we don't know what it costs". A live calculator that outputs a real invoice-grade quote in 60 seconds turns that objection into a buying signal. The buyer starts picking options themselves. You sit and let them.

This is not a hypothetical pricing tool. It is wired to the actual SOW pricing (Platform £180k qtr, Deployment £60k, SEAL £12k, Advisory £2,400/day). The numbers are what Nick sends in the SOW. The discounts (SME/MOD/multi-tenant/term) are stated policies.

§2 · Pricing Policy — Locked

Discounts (stackable, max 25%)

VAT Policy

• UK MOD buyers: VAT reverse charge (buyer accounts for VAT). Price displayed ex-VAT.
• AUKUS government buyers: zero-rated under international government services agreement.
• UK commercial buyers: +20% VAT added at invoice.
• EU buyers: +20% UK VAT unless buyer has valid VAT number (reverse charge then applies).

§3 · The Calculator Logic (JavaScript)

Full source. Drop into any HTML page. Re-uses the same product/dictionary the calculator uses.

// DEFONEOS 90-day commercial calculator v1
const PRODUCTS = {
  platform: { name: "DEFONEOS Platform", price: 180000, qtrly: true },
  deploy:   { name: "Deployment Service", price: 60000, qtrly: false },
  seal:     { name: "DEFONEOS-SEAL",     price: 12000, qtrly: false },
  advisory: { name: "Advisory Days",     price: 2400,  qtrly: false },
  jsp936:   { name: "JSP 936 Module",    price: 30000, qtrly: false, requiresPlatform: true },
  owasp:    { name: "OWASP ASI Module",  price: 24000, qtrly: false, requiresPlatform: true },
  onsite:   { name: "On-site engineer",  price: 24000, qtrly: false },
  classified:{name: "Classified assess", price: 18000, qtrly: false }
};

function discountPct(termMod, flags) {
  let pct = 0;
  if (flags.sme) pct += 5;
  if (flags.mod) pct += 5;
  if (flags.multi) pct += 10;
  if (termMod === 180) pct += 7;
  if (termMod === 365) pct += 12;
  return Math.min(pct, 25);
}

function compute() {
  const checks = {
    platform: document.getElementById('p-platform').checked,
    deploy:   document.getElementById('p-deploy').checked,
    seal:     document.getElementById('p-seal').checked,
    advisory: document.getElementById('p-advisory').checked,
    jsp936:   document.getElementById('p-jsp936').checked,
    owasp:    document.getElementById('p-owasp').checked
  };
  const qtys = {
    platform: parseInt(document.getElementById('q-platform').value) || 0,
    deploy:   parseInt(document.getElementById('q-deploy').value) || 0,
    seal:     parseInt(document.getElementById('q-seal').value) || 0,
    advisory: parseInt(document.getElementById('q-advisory').value) || 0,
    jsp936:   parseInt(document.getElementById('q-jsp936').value) || 0,
    owasp:    parseInt(document.getElementById('q-owasp').value) || 0
  };
  const term = document.getElementById('t-90').checked ? 90 :
               document.getElementById('t-180').checked ? 180 : 365;
  const flags = {
    sme: document.getElementById('opt-prime').checked,
    mod: document.getElementById('opt-mod').checked,
    multi: document.getElementById('opt-multi').checked,
    onsite: document.getElementById('opt-onsite').checked,
    classified: document.getElementById('opt-classified').checked
  };
  const disc = discountPct(term, flags);

  let subtotal = 0;
  const lines = [];
  for (const k of Object.keys(checks)) {
    if (!checks[k] || qtys[k] === 0) continue;
    let unit = PRODUCTS[k].price;
    if (k === 'platform' && disc > 0) unit = Math.round(unit * (1 - disc/100));
    const lineTotal = unit * qtys[k];
    subtotal += lineTotal;
    lines.push({ name: PRODUCTS[k].name, qty: qtys[k], unit, lineTotal, qtrly: PRODUCTS[k].qtrly });
  }
  if (flags.onsite) { subtotal += 24000; lines.push({name:"On-site engineer", qty:1, unit:24000, lineTotal:24000}); }
  if (flags.classified) { subtotal += 18000; lines.push({name:"Classified assess", qty:1, unit:18000, lineTotal:18000}); }

  const vat = 0; // Reverse charge for MOD — change to subtotal * 0.20 for commercial
  const total = subtotal + vat;
  render(lines, subtotal, vat, total, disc, term, flags);
}

§4 · Worked Examples — Common Buyer Scenarios

Scenario A — UK MOD prime buying 90-day pilot for own use

Platform (1 qtr) + Deployment + SEAL + 5 Advisory days. 90-day term. MOD flag. No multi-tenant.

This is the canonical "first deal" anchor. Use this as the default in your proposal.

Scenario B — UK SME consortium buying for 3-tenant use

Platform (1 qtr, multi-tenant) + Deployment + SEAL + JSP 936 + OWASP + On-site + Classified assess + 10 Advisory. 12-month term. SME flag.

Scenario C — AUKUS ally (Australia DoD) — exploratory only

Platform (1 qtr) + Deployment + SEAL + 15 Advisory. 6-month term. No MOD flag, no SME flag, no multi-tenant.

§5 · Buyer-Facing 2nd-Meeting Script

Use this when buyer asks "what does it cost?". Open the calculator live in the meeting.

1. "Great question. Let me show you what a typical 90-day pilot costs. I'm going to pick what most MOD buyers start with — give me 60 seconds."
2. Click Platform + Deployment + SEAL + 5 Advisory. Show £255,000.
3. "That's the baseline. We can layer on JSP 936 compliance if your accreditor wants to see a v0.1 of that in 2 weeks, not 8 — adds £30k."
4. Pause. Let buyer ask next question. Most will ask about term discounts or on-site engineer.
5. If buyer says "too much": "What's the line that's hard? Platform, deployment, the SEAL certification, or advisory days? Happy to scope down."
6. If buyer says "we need 12 months": switch to t-365. Recompute. Show 12% discount.
7. If buyer says "we're an SME consortium": check opt-prime. Show 5% discount.
8. Once buyer says "yes, that works": click COPY INVOICE TEXT. Email it to them within 4 hours (per CRM protocol).

§6 · Negotiation Hard Limits

These are Nick's locked policies. Do not break on a sales call.

• Max discount stack: 25% on Platform qtr. Non-negotiable. If buyer wants more, escalate to Nick.
• Min Advisory: 5 days. Below 5 is uneconomic (mobilisation cost).
• No free pilots. Even at 100% discount, a 90-day pilot must have a signed SOW with a number > £0. Free pilots train buyers to expect free.
• No reduction on SEAL price. £12k is the cost of the 33-agent BFT vote + OSCAL output. Cutting this undermines the certification.
• Deployment is one-off, not per-quarter. Don't sell "deployment services every quarter" — once deployed, deployment is done.
• JSP 936 + OWASP require Platform. Won't sell standalone. They are Platform extensions.

§7 · How To Embed This In Your Proposal

1. Open calculator with default values: Platform + Deploy + SEAL + 5 Advisory + MOD flag = £255k.
2. Screenshot the right panel "LIVE QUOTE".
3. Drop into proposal as image (right-click → Save Image As).
4. Also paste the invoice text block at end of proposal email body.
5. Send within 4 hours of 2nd-meeting per CRM protocol.

§8 · Pair With These Pages

• defoneos-mod-90-day-sovereign-pilot-sow.html — the lawyer-ready SOW (£264k baseline)
• defoneos-mod-pricing-card-onepager.html — the 1-page A4 card to hand a buyer
• defoneos-mod-second-meeting-deep-dive.html — the 30-min 2nd-meeting structure that uses this calculator
• defoneos-crm-economics-onboarding.html — CRM schema for tracking quote → close

§9 · Honesty Register