The alternatives you are positioned against
A prospect has three realistic options. Do it themselves from the regulation text, which is slow and error-prone for a team with no compliance function. Buy a generic governance tool that covers a single slice and leaves the manufacturer to assemble the rest. Or use a regulatory-native platform that covers the whole CRA obligation set, from classification through Annex I and the Declaration of Conformity to Article 14 filing, in one place. Your offer is the third option delivered as a service.
Packaging platform plus service
The platform does the structured work: intake, assessment, evidence, filing. Your value is the judgment around it, deciding classification, reviewing evidence, and standing behind the conformity story. Price the engagement on your service, not on reselling software at a markup. The platform cost is a small input to a compliance outcome the manufacturer cannot reach alone before the deadline.
Sell the compliance outcome, not the software licence. The platform is the tool that lets you deliver that outcome at a margin.
Billing model and margin
The wholesale model gives you a discounted platform rate you bundle into a single client price, which keeps the software invisible to the client and protects your margin. The client-billed model keeps the platform cost off your books when a client prefers to pay the platform directly and pay you only for service. Choose per client based on how the buyer wants to purchase.