docs: add Swiss hospitality pricing memo design spec

docs/superpowers/specs/2026-04-10-switzerland-hospitality-tip-ops-pricing-memo-design.md

@@ -0,0 +1,240 @@
+# Switzerland Hospitality Tip Ops Pricing Memo Design
+
+Date: 2026-04-10
+Status: approved design for drafting
+
+## Objective
+
+Create a pricing model / memo for the Swiss hospitality tip-ops wedge defined in `reports/2026-04-09-switzerland-hospitality-instant-tip-access-model-stress-test.md`.
+
+The memo should be structurally comparable to `reports/2026-04-10-switzerland-commission-reconciliation-pricing-model.md`, but adapted where hospitality economics and product shape differ materially.
+
+## Context
+
+The hospitality stress test established that the credible Swiss wedge is not a generic `instant tips` product.
+
+The actual product being priced is:
+
+`digital tip operations infrastructure = tip ledger + allocation rules + staff transparency + fast verified payout + payroll-adjacent export`
+
+The memo must preserve the broader project thesis:
+
+- partner-led custody and payout orchestration
+- employer workflow and controls first
+- no dependence on float, interchange, or lending economics
+- no drift into neobank or consumer-credit framing
+- no worker-fee-led identity
+
+## Chosen commercial posture
+
+### Product framing
+
+The hospitality product should be priced and described as:
+
+`workflow + controls + reconciliation + payout orchestration`
+
+It should not be priced or framed as:
+
+- a processor charging mainly on tip volume
+- a worker-paid instant access app
+- a wallet or stored-balance business
+- a broad payroll replacement
+
+### Default payer
+
+The employer remains the primary payer.
+
+Worker-paid instant payout may exist as an optional pass-through mechanism in some accounts, but it is not the default commercial posture and should not carry the model.
+
+### Core unit
+
+The core unit is **per site first**.
+
+That is the right unit because the operational pain sits at site level:
+
+- tip pool setup
+- shift-close review
+- manager approvals
+- exception handling
+- cash adjustments
+- payroll/export handoff
+
+Multi-site operators should still be contracted at the group level when appropriate, but the headline pricing logic remains site-led.
+
+## Pricing architecture to draft into the memo
+
+Each plan should combine:
+
+1. a **per-site platform fee**
+2. **included active tipped-worker capacity**
+3. **included standard payout capacity**
+4. an **explicit instant-payout premium**
+5. a **one-time implementation fee**
+
+### Guardrails
+
+The memo should explicitly recommend:
+
+- employer-first economics
+- paid pilots only
+- implementation charged separately
+- standard payout priced as low but non-zero
+- instant payout priced explicitly rather than hidden in the base plan
+- short, explicit pilot concessions rather than permanent price erosion
+
+The memo should explicitly reject:
+
+- tip-volume-first pricing
+- worker-fee-led pricing
+- dependence on retained balances or float
+- low monthly pricing that hides setup and configuration effort
+
+## Plan structure and target economics
+
+The draft memo should use three plans, keeping naming parallel to the Swiss commission pricing memo:
+
+- `Launch`
+- `Growth`
+- `Enterprise`
+
+### Target plan posture
+
+#### Launch
+
+Purpose:
+- selective smaller groups
+- larger independents only where strategically justified
+- design-partner entry point without collapsing commercial discipline
+
+Target economics:
+- roughly CHF 900-1,200 monthly minimum
+- usually 1-2 sites
+- implementation roughly CHF 2.5k-4k
+
+#### Growth
+
+Purpose:
+- default commercial band
+- best fit for multi-site restaurant groups, hotel F&B groups, and stronger event/catering operators
+
+Target economics:
+- roughly CHF 1,800-2,500 monthly minimum
+- usually 3-6 sites
+- implementation roughly CHF 5k-7k
+
+#### Enterprise
+
+Purpose:
+- selective larger groups, multi-entity operators, or more complex control environments
+- sold selectively to avoid product distraction and bad services economics
+
+Target economics:
+- roughly CHF 3.5k-5.5k+ monthly
+- usually 7+ sites
+- implementation roughly CHF 10k+
+
+### First-year value targets
+
+The memo should steer toward these internal target bands:
+
+- selective smaller accounts: roughly CHF 13k-18k first-year value
+- default multi-site accounts: roughly CHF 25k-40k first-year value
+- selective enterprise accounts: roughly CHF 50k+
+
+These are directional internal targets, not externally stated promises.
+
+## Important modeling choice
+
+Unlike the commission pricing memo, the hospitality memo should **not** use tip-event volume as a headline commercial lever in V1.
+
+Reason:
+- it would pull the product too close to processor identity
+- it would make tip volume feel like the core monetization base
+- it would weaken the operator-workflow positioning
+
+Instead, the public-facing model should center on:
+
+- sites
+- tipped workers
+- payout behavior
+
+Tip-event volume can be monitored internally for margin analysis, but it should not be the main commercial story.
+
+## Memo structure
+
+The final memo should use this outline:
+
+1. Executive summary
+2. Pricing objective
+3. Benchmark anchors
+4. Pricing design principles
+5. Recommended pricing architecture
+6. Example customer scenarios
+7. Sensitivity tables
+8. Discounting and pilot rules
+9. What not to optimize for
+10. Recommendation
+
+## Sensitivity and scenario logic
+
+The memo should include hospitality-specific examples rather than commission-heavy employer examples.
+
+### Example scenarios
+
+Include example estimates for:
+- a multi-site restaurant group
+- a hotel F&B group
+- an event/catering operator
+
+### Sensitivity tables
+
+The memo should model:
+- site count
+- tipped-worker density
+- payout cadence / payout intensity
+- effective fee as a percentage of digital tip payouts as an internal check only
+- gross-margin stress if standard payout costs rise or instant payout mix increases
+
+## Source and benchmark approach
+
+The memo should rely primarily on:
+
+- the hospitality stress test report already in the repo
+- the existing Swiss commission pricing memo as structural reference
+- Swiss software and payout-cost anchors already established in the repo where relevant
+
+Where hospitality-specific public pricing is sparse, the memo should clearly separate:
+
+- fact
+- inference
+- recommendation
+
+## Deliverable path
+
+Write the final memo to:
+
+`reports/2026-04-10-switzerland-hospitality-tip-ops-pricing-model.md`
+
+## Acceptance criteria
+
+The memo is successful if it:
+
+- preserves a site-first pricing model
+- keeps the employer as primary payer
+- avoids worker-fee-led and tip-volume-first pricing
+- produces plausible Swiss early-stage ACV bands
+- stays parallel enough to the commission pricing memo for internal comparison
+- adapts the logic where hospitality economics differ materially
+- explicitly protects margin through minimums and instant-payout pricing rather than through hidden assumptions about float or balance retention
+- treats enterprise as selective rather than default
+- recommends paid pilots rather than free pilots
+
+## Out of scope
+
+The memo should not:
+
+- redesign the core product strategy
+- move country assumptions into the core docs
+- propose a payroll-replacement thesis
+- rely on stored value, cards, or lending to make Swiss V1 work
+- optimize around worker-fee extraction