ADR — Subscription pricing model (Aksara Karir)

TL;DR

Choose how to charge Aksara Karir for ongoing operational ownership and feature work post-MVP.

Context

• Project delivered as one-time. No retainer, no SLA.
• Client is cash-strapped (early-stage startup, no PT/CV).
• Lumen (mg) carries all infra costs on personal credit card.
• Initial price idea floated by mg: 250–500k IDR/mo. Likely below cost once infra grows.

Options

Option 1 — Tiered retainer (Lite 500k / Standard 1.5jt / Growth 3.5jt) + infra pass-through

• Floor protects margin; client starts low and grows.
• Infra pass-through ends personal-CC subsidy.
• Optional one-time stabilization fee 3–5jt.

Option 2 — Revenue share (8–12% of paid enrollments, 750k floor)

• Aligned incentives; light cognitive load on client.
• Enforcement risk if client routes enrollments outside the LMS.

Option 3 — Per-active-student-month (5k IDR/student, 100k floor)

• Cleanest SaaS-style billing.
• Unfamiliar to client; may slow signing.

Decision

Pending. Recommendation: Option 1 with mandatory infra pass-through and one-time stabilization fee.

Consequences

• Need itemized monthly infra cost statement template.
• Need clear exclusion list in the contract (see [[Areas/LumenDev/clients/aksara-karir/commercial-pricing|Commercial]]).
• Pricing escalators per tier should be defined upfront.

Alternatives Considered

• Free maintenance with paid features-only: rejected — does not cover ops cost or risk.
• Equity in lieu of cash: rejected — early stage, dilution risk for unclear return.

Related ADRs

• [[Projects/aksara-karir/decisions/adr-2026-04-26-billing-handover|ADR — billing handover]]

References

• [[Areas/LumenDev/clients/aksara-karir/commercial-pricing|Commercial]]