| Field | Evaluation (Pilot) | Standard | Enterprise |
|---|---|---|---|
| List price | $4,000 (one-time, 90 days) | $1,200/seat/mo or $0.003/request (min $2,400/mo) | Custom — see anchor below |
| Contract term | 90 days, no renewal obligation | Annual (month-to-month at 20% premium) | 1 or 3 year |
| Buyer segment | CDSS vendors evaluating vendor integration; health system innovation teams; NHS digital leads; HealthTech accelerator cohorts | Mid-size CDSS vendors (50–500 seats), health informatics teams, regulated fintech/legal AI teams | Large health systems (NHS Trusts, ICSs), Tier-1 CDSS vendors (Epic, Meditech module add-ons), pharma AI platforms |
| Expected ACV | $4,000 (pilot) → $14K–$28K on conversion | $14,400 (10 seats) → $60,000 (50 seats) | $120,000 → $400,000+ (NHS Trust or large platform) |
| Discount authority | Up to 20% for NHS/public sector or accelerator cohort | Up to 15% for annual pre-pay; up to 10% volume (>20 seats) | Negotiated — floor at $80K ACV for full Enterprise feature set |
| Free trial | No. Evaluation tier is the commercial trial. | 14-day post-pilot grace period only | Pilot required before Enterprise contract |
| Conversion incentive | Pilot fee credited against first Standard/Enterprise year | — | — |
| Onboarding | Included (self-serve + 2 setup calls) | Included (self-serve + 3 setup calls) | Dedicated integration engineer, 40hr block |
| SLA | Best-effort | 99.9% monthly uptime | 99.95% monthly uptime, 4hr P1 response |
| Data residency | Cloud (EU/US) | Cloud (EU/US); NHS-cloud option +$200/seat/mo | Cloud or on-premises; NHS-cloud included |
IRIS pricing is anchored against the following comparable products in the clinical AI and regulated-industry AI SDK category. Sources: published pricing pages, investor decks (public), and direct sales conversations.
Positioning rationale: IRIS is not a CDSS — it's an infrastructure layer that sits beneath CDSS products. Its ACV is therefore lower than full-platform CDSS licenses but priced at a premium to raw API services because it delivers a measurable, defensible outcome metric (34.3% → <2% refusal reduction) that directly reduces AI governance risk for the buyer. At $1,200/seat, the buyer cost per removed refusal event is trivially small versus the cost of a clinician re-routing a care decision.
Free trials attract tire-kickers and generate no commitment signal. A $4,000 pilot is accessible for any health system innovation budget but filters for genuine buyers. The pilot fee credits against Year 1 — so a buyer who converts pays nothing extra. A buyer who doesn't wasn't going to commit anyway.
CDSS vendors prefer per-seat (predictable P&L). API-first platforms prefer per-request (usage-aligned). Both are profitable at Standard ACV. Floor on per-request ($2,400/mo) prevents sub-economic use. Per-request at $0.003 is 33% cheaper than AWS HealthLake for comparable processing, which is the buyer's alternative cost comparison point.
Enterprise contracts below $80K ACV are operationally unprofitable once support, custom frame engineering, and integration engineering are allocated. The $80K floor is not a stretch number — it's a sustainability floor. Large NHS Trusts and Tier-1 CDSS vendors routinely commit $150K–$400K for infrastructure components that solve documented compliance problems. IRIS has one.
| Scenario | Deal composition | ACV | Notes |
|---|---|---|---|
| Conservative Year 1 | 2× Enterprise ($120K), 8× Standard (20-seat avg), 10× Evaluation pilots | $240K + $230K + $40K = $510K | Realistic for initial BD pipeline with 3–4 active NHS accounts and 6–8 CDSS vendor pilots |
| Base Year 1 | 4× Enterprise ($150K avg), 15× Standard, 20× pilots | $600K + $360K + $80K = $1.04M | Requires 2 NHS Trust closes + 2 CDSS vendor annual contracts |
| Stretch Year 1 | 6× Enterprise ($200K avg), 30× Standard, 30× pilots | $1.2M + $720K + $120K = $2.04M | Requires a Tier-1 CDSS vendor logo (Epic/Meditech module) as anchor |
| Gross margin (SaaS) | Hosting + support cost est. $8K/mo at Year 1 scale | ~85% gross margin | Custom frame engineering + dedicated support are the main variable costs at Enterprise |