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I have a project for a client that has a need for exactly this tool, but the pricing per month is a sticking issue. The problem is that the conversion to PDF is not tied to revenue for the project. And because it would be an unknown cost (they don't know how many word docs they will be getting), the client would not like it.

That said it could in theory be up to 5-10K documents a month in a year from now, but right now it is probably only 100-200 a month. Currently we are using an open source tool and having decent results. Not great, but acceptable so far. The second option is to require their users to provide only PDF, which is not ideal, but also acceptable.

It seems like this is a commodity product, so figure out what the cost is per document (or per gig of data.) Then add in some profit and that is your price. You can have larger profit on smaller plans and less profit on the larger plans. To do this, I would charge by data not document, since you can determine costs by data, not document.