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>>>Is your iOS app a complete replacement for the VFP app? If so, does one iOS sale mean one less VFP sale? Or are the iOS sales ones which you can't get with the VFP app e.g. they require mobility?
>>>
>>>Probably the main thing is to try to figure out your customer's thinking. Why do they now want many more iOS devices? They've obviously done some sort of cost-benefit calculation. They probably won't give you the details but you should be able to estimate the value of the benefit. Split that with them in some proportion. Don't leave too much money on the table ;)
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>>Did my wife talk to you? :) No, this iOS will not replace the VFP app. The VFP app has many more features. There is also a ASP.NET application. The iOS makes the system work completely paperless.
>>I don't know what the customer's thinking is. They probably liked (and their staff liked) how the iOS works and they prefer to eliminate the papers. And I know they have money :) But, to be honest, I still think of them as a beta tester so I don't want to over charge them.
>
>Paperless is an interesting benefit. These days, for environmental reasons it's very chic which is intangible but it's certainly a selling point if they're hesitant about cost.
>
>A while back I read a study by a company that specializes in going paperless. It was hardly unbiased but their conclusion was that one printed page of paper costs $5 when you factor in its entire lifecycle and all related costs. Even if the true number is only a fraction of that it can be pretty compelling.

I am not sure (doubt) that customer is calculating the paper savings. I think mostly the benefit to the customer is mobility. And savings on labor to process the papers.