When you say bending over… is that bending over backwards or forwards? One important point with selling to large companies is to understand their price points.

When you say bending over… is that bending over backwards or forwards? One important point with selling to large companies is to understand their price points. At some price, lets say $1000, a middle manager will have to go through several layers of purchasing approvals. Below that price, and they can make and act on the decision without approval. Once you've gone over that price, you should go waaay over it to make it worthwhile. This is one of the reasons why you see so many corporate products that throw in the kitchen sink. They've gone over the purchasing approval limit and having a lot of features helps drive the price up, which in turn helps support the steak-dinner sales cycle.