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As noted previously, you must price your software so that it will cover your fixed costs. That, of course, means projecting your sales. And that is a very difficult thing to do. My only advice here is to be realistic. On the one hand, I have always lived by the rule Plan for success. If you don t have a goal, you never go anywhere. If you make some conservative assumptions about a selling price and your variable costs, you can easily calculate your gross profit. Then if you make some equally conservative assumptions about your fixed costs, you can project how many units you d have to sell to get to that magical break-even point. The formula, if you want to get quantitative about it, is pretty simple: Break-Even Point = Fixed Costs / (Average Selling Price Variable Costs) So, for example, The Sleep Advisor sells for $60. The variable costs of production are about $5. That yields a gross profit of $55 or over 90 percent (nice). If it costs, say, $1,500 a month to keep the lights on (rent, utilities, supplies, Internet service provider, merchant account, etc.), we only have to sell 28 of them to get past the break-even point. Piece of cake. If we want to do some sales and marketing, perhaps we set up a PR and advertising program that costs $3,000 a month. Now we have fixed costs of $4,500 and have to sell 82 of them to get past the break-even point. Not a huge number.

Now let s look at the Silverlight unit testing framework in action and understand both options one by another.

Factory: To create one or more objects without explicitly referenced classes lO, I = 2OF1(1CO(Ii)) 1C = FactoryType/Factory 2SF = ObjectManager.newObjects

Suppose two of us would like to give ourselves $5,000 a month each to cover luxuries like food and housing. Now we have a monthly nut of $14,500 to cover, which we can do handily by selling about 250 copies. Better hope that advertising begins to work. These projections have (at least) two underlying assumptions:

Once you install Silverlight unit test framework by installing Silverlight Toolkit, Visual Studio 2010 will contain a new project template: Silverlight Unit Test Application template, which helps to create a Silverlight unit test application project to perform in-browser unit testing. Create a new Silverlight Unit Test application project named chapter16, as shown in Figure 16-1.

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Observer: To allow multiple objects functions to be triggered when one object changes +: 0 = 1COF1(I) ^ L10 = 1COF2(1COI) ^ -: 0 = 1COF3(I)

the Internet, the variable costs are zero. So that lowers your break-even point a little, but not by enough to make a difference in your planning.

Figure 16-1. Creating Silverlight Unit Test Appliacation product in Visual Studio 2010 The testing framework provides its own user interface that you can connect to your Silverlight testing application by invoking UnitTestSystem.CreateTestPage, which you can see is getting invoked as application startup within App.xaml.cs of chapter16 unit test application project as shown in the following code: private void Application_Startup(object sender, StartupEventArgs e) { this.RootVisual = UnitTestSystem.CreateTestPage(); } Now that you have the unit testing framework ready to go, the next step is to add a reference to the application assembly that is the subject of testing. The rest happens automatically after you apply certain test-related attributes to classes that contain tests. If you re writing a business application, user input typically must be validated to ensure it meets certain criteria. A validation class might be located in a class library assembly and used by any Silverlight applications developed by a company. In the example, you add a Silverlight Class Library project named ValidationLibrary to chapter16 solution. Add a new class named Validators with a single validation method that verifies a value is within a range to the ValidationLibrary project: namespace ValidationLibrary { public class Validators {

1CF1 = SubjectType/Subject.attach 1CI = .action 1CF2 = .notification 1CF3 = .detach Mediator: To manage the interactions of objects, allowing them to be more generic +: 1COIi = 1COF1(Ii)+lO(1COI0) ^ x = 1CF2(OI0)+lCFf (1COIf)

involve discounting your product sometimes as little as 20 percent, sometimes as much as 80 percent. So when you want to set a price for your product, you have to think about how you re going to reach your customer direct sales Through resellers Through distributors who will sell to other resellers The mix of ways you get your product to the customer, and the discounts you will have to give to resellers, will determine the average selling price in the break-even formula shown earlier. Can I repeat my advice here about being realistic Many businesses fail because of wildly optimistic projections of sales coupled with a fixed cost plan based on those projections. It is said that the downfall of every person in sales is when they begin to believe their own sales pitch. When planning with a colleague, there s a tendency to dream of great success. Nobody wants to rain on the parade. So plan for success. But don t make a plan that is likely to fail.

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