Rachel's estimator
The working-out. Hours per feature times the rate. This is where the price is actually built. Full package: $1,549,283.
Outokumpu Crane Training Simulator
Where the price disagreement is
Three documents describe the same job. Two of them disagree about what it costs, on every single line.
There are two price lists for this deal and they do not match. The slide deck says the full package costs $1,549,283. The spreadsheet says $1,753,349. That is $204,066 of difference for exactly the same fourteen items.
The three documents
The slide deck, page 15
What the customer sees. Matches the estimator exactly, feature by feature: $1,549,283. Updated 5 August.
The spreadsheet
What Salesforce links to. Every feature costs more than the estimator says. Totals $1,753,349. Last touched 2 August.
The gap is not one bad number
It would be easier if one row were wrong. It is not. Every one of the fourteen rows in the spreadsheet is higher than the estimator — never lower, not once. That does not happen by accident.
The pattern splits cleanly in two.
| What happened | Rows | How much higher |
|---|---|---|
| A small markup applied on top | 9 | +2.29% each — identical to the decimal |
| A bigger, separate change to the framework | 1 | +25.0% |
| Lessons priced differently | 3 | +27.1% each |
| Priced at zero in one, $15,000 in the other | 1 | +$15,000 |
Nine rows off by exactly the same 2.29% is the tell. Nobody re-estimates nine separate things and lands on the same percentage nine times. Somebody applied a deliberate uplift across the board.
The lessons are the biggest piece
Ten of the fourteen items are training lessons, and they are the largest block of money in the deal. The estimator prices a lesson at $58,769. The spreadsheet prices the same lesson at $74,676.
| Item | Estimator | Spreadsheet | Difference |
|---|---|---|---|
| 1 lesson | $58,769 | $74,676 | +$15,907 |
| 3 more lessons | $176,307 | $224,028 | +$47,721 |
| 6 more lessons | $352,614 | $448,056 | +$95,442 |
| Lessons alone | $587,690 | $746,760 | +$159,070 |
So the lessons account for $159,070 of the $204,066 gap. Nearly four fifths of it.
Why checking the totals does not catch this
Both documents add up correctly. Each one is internally consistent — the columns sum to the totals printed at the bottom. Comparing the two totals tells you they differ. It does not tell you that every row differs, or that nine of them differ by the same amount. That only shows up row by row.
What needs deciding
- Is the 2.29% markup meant to be there? If somebody added margin on purpose, the deck is missing it — and the deck is what the customer sees.
- What does a lesson cost? $58,769 or $74,676. Both cannot be right, and this is the biggest slice of the deal.
- Which document wins? The deck currently matches the working-out and the spreadsheet does not, but Salesforce links to the spreadsheet. Whichever is correct, the other needs to be brought into line before this goes out.