December 2025 marked an inflection point for freight forwarding software pricing. When WiseTech Global announced the transition of 95% of CargoWise customers to a new “Value Pack” model, the industry reaction was swift and vocal. The Loadstar reported “a level of agitation rarely seen around a software update.” The Journal of Commerce documented forwarders facing 20-50% cost increases.
But the reaction wasn’t just about the price increase. It was about the pricing model itself.
For years, freight forwarders have tolerated complex, variable, and often opaque billing from their software vendors. Per-transaction fees. Module add-ons. Hidden charges that appear unexpectedly. Invoices that require forensic analysis to understand.
That tolerance is ending. A growing movement of forwarders is demanding something different: transparent, predictable pricing that doesn’t punish growth or require a finance degree to understand.
On December 1, 2025, WiseTech Global transitioned the majority of CargoWise customers to a per-transaction pricing model called “Value Packs.”
| Before | After |
|---|---|
| Seat licenses + modules + fees | Per-transaction “automation fee” |
| Complex multi-line invoices | Single fee per shipment |
| Unpredictable monthly totals | Predictable… per shipment |
“Unprecedented user unrest.” — The Loadstar, December 2025
Forwarders reported cost increases ranging from 20% to over 50%. The timing—announced October 31, effective December 1—gave little room for budget adjustments. Many felt blindsided.
But the deeper issue wasn’t the increase itself. It was what the change revealed about the power dynamics in freight software.
Traditional freight software pricing often includes:
Each line item may seem reasonable in isolation. Together, they create invoices that require spreadsheets to analyze.
“I’m scared to death every time I see a bill, I get a headache.” — Branch manager at a mid-size forwarder
When your software cost fluctuates based on transaction volume, filing counts, and module usage, budgeting becomes guesswork. A successful month (more shipments) becomes a more expensive month. Growth feels like a penalty.
The term “hidden fees” gets thrown around loosely, but in freight software it has specific meaning:
When users avoid certain features specifically because they trigger additional charges, something is broken.
Complex pricing drives workarounds. Forwarders use third-party tools for filing to avoid per-filing fees. They skip automation to avoid per-action charges. They underutilize features they’re paying for because using them costs more.
These workarounds have their own costs: third-party subscriptions, double-entry labor, integration complexity. The true total cost of ownership far exceeds the invoice.
Transparent pricing isn’t just about having a published price list. It’s about a fundamentally different approach to billing.
| Element | Transparent | Legacy |
|---|---|---|
| Published pricing | Yes, on website | “Contact sales” |
| Pricing structure | Per-user or flat | Per-transaction + modules |
| Monthly variability | Low to none | High |
| All features included | Yes | Module-based |
| Filing included | Yes | Often extra |
| Training included | Yes | Often extra |
| Support included | Yes | Often tiered |
| Price lock | Often available | Rare |
The Core Principle: Your software cost should scale with your team size, not your success. Process 100 shipments or 1,000 shipments—your bill stays the same.
If transparent pricing is better for customers, why don’t all vendors adopt it?
Usage-Based = Higher Revenue Potential Per-transaction models capture more value from successful customers. When a forwarder grows, the vendor’s revenue grows automatically. This is great for the vendor’s economics, less great for the forwarder’s.
Complexity = Switching Costs Complex pricing with multiple integrated components makes switching harder. If you’re paying for 15 different line items that would each need to be replaced, leaving feels overwhelming.
Market Position = Pricing Power Dominant market position enables pricing complexity. When customers feel they have no alternatives, vendors can charge what the market will bear—and structure that charging however benefits them most.
December 2025 accelerated a trend that was already underway: mid-market forwarders demanding better economics from their software vendors.
What’s Driving the Shift:
Whether you’re evaluating new software or renegotiating with your current vendor, here’s what to ask for:
Published pricing - Is pricing available on the website? - Can you get a quote without a sales call? - Are all pricing tiers clearly defined?
Predictability - What’s the maximum you could pay in any month? - Does price vary with transaction volume? - Are there overage charges?
Inclusion - What features are included in base price? - Is filing (ISF/AMS) included or extra? - Is training included or extra? - Is support included or tiered?
Protection - What’s the price increase history? - Are price locks available? - What notice is required for increases? - What are contract exit terms?
Let’s compare how different pricing models work for a 20-person forwarder processing 400 shipments monthly.
| Component | Calculation | Monthly Cost |
|---|---|---|
| Base fee | Flat | $1,000 |
| Automation fee | 400 x $15 | $6,000 |
| Filing fees | 400 x $3 | $1,200 |
| Total | $8,200 |
If volume grows to 500 shipments: $10,000/month (+22%)
| Component | Calculation | Monthly Cost |
|---|---|---|
| Software | 20 users x $200 | $4,000 |
| Filing included | — | $0 |
| Training included | — | $0 |
| Total | $4,000 |
If volume grows to 500 shipments: $4,000/month (+0%)
The math is stark. Per-user pricing rewards growth. Per-transaction pricing taxes it.
If you’re currently on a complex pricing model and considering alternatives:
Step 1: Calculate Your True TCO Don’t just compare invoice amounts. Include third-party tools, double-entry labor, training costs, IT support.
Step 2: Project Future Costs Model your costs at current volume AND at 25-50% growth. How does each pricing model behave when you succeed?
Step 3: Evaluate Alternatives Look for vendors offering per-user or flat monthly pricing, all-inclusive feature access, published pricing without barriers, and price lock options.
Step 4: Make the Business Case Frame the decision in terms of monthly cost savings, budgeting predictability, growth enablement, and total cost of ownership reduction.
The December 2025 pricing changes didn’t create the demand for transparent pricing. They accelerated it.
If you’re tired of:
You now have options. The vendors who win the next decade of freight forwarding software will be those who treat pricing as a feature, not an extraction mechanism.
Transparent pricing isn’t just better for customers—it’s better business.
Want to see what transparent pricing looks like?
No “contact sales” required. No discovery calls. Just clear, published pricing you can evaluate on your own terms.
Ready for a conversation? Schedule a Demo →
Related Resources:
Last updated: February 2026