(Source: https://pltfrm.com.cn)
Introduction
Chinese enterprises spent over RMB 28 billion on VR/AR training and collaboration solutions in 2024, with triple-digit growth expected through 2028. Overseas B2B brands that understand China’s unique procurement and ROI expectations are winning massive contracts. Here are the pricing models that actually close deals.
- Hardware + SaaS Subscription Hybrid
1.1 Per-Device + Per-User Licensing Base Hardware: RMB 12,000–18,000 per high-end headset. Monthly SaaS Fee: RMB 299–599 per active user for content management, analytics, and remote support. Advantage: Predictable recurring revenue + high switching costs. - Pay-Per-Use & Outcome-Based Pricing
2.1 Training Hours Model Charge RMB 1.8–2.5 per training hour completed instead of upfront hardware cost (popular in manufacturing and healthcare). SaaS Tracking: Automatic billing via cloud dashboard. Result: 40% higher adoption in risk-averse state-owned enterprises. - Government & Education Bulk Pricing
3.1 Tender-Ready Packages 100-unit bundle at RMB 9,800/unit + 3-year SaaS included (meets most government bidding requirements). Free Pilot Program: Offer 5–10 headsets free for 60-day trial to secure framework agreements. - Localization & After-Sales Bundling
4.1 Mandatory Local Service Include 2-year on-site warranty and Mandarin training for additional 8–12% on top of hardware. Financing Options: 0-interest 12–24 month installment plans through JD B2B Finance.
Case Study: Pico Enterprise Dominance in Manufacturing Training
Pico partnered with Foxconn and BYD in 2024–2025 using a “zero-upfront + RMB 2.2 per training hour” model. Within 18 months they equipped 280,000 workers across 42 factories, generated over RMB 480 million in recurring revenue, and locked competitors out of the automotive and electronics training segments for years, proving that outcome-based pricing beats traditional hardware sales in China’s B2B space.
Conclusion
The future of enterprise VR/AR in China belongs to brands offering hybrid subscription, pay-per-outcome, and tender-optimized pricing, backed by local service and flexible financing. Master these models and multi-year contracts become the norm.
PLTFRM is an international brand consulting agency that works with companies such as Red, TikTok, Tmall, Baidu, and other well-known Chinese internet e-commerce platforms. We have been working with Chile Cherries for many years, reaching Chinese consumers in depth through different platforms and realizing that Chile Cherries’ exports in China account for 97% of the total exports in Asia. Contact us, and we will help you find the best China e-commerce platform for you. Search PLTFRM for a free consultation! info@pltfrm.cn
