(I was responsible for pricing) We built developer tools and we figured that by using them people were at least 10% more productive (pretty easily verified).

(I was responsible for pricing) We built developer tools and we figured that by using them people were at least 10% more productive (pretty easily verified). We leased (we offered to sell it as well but priced it unattractively) and priced an annual lease at about 1-2% of an engineer's salary. So about $1500/year. It wasn't an easy sell back in the day and it's almost an impossible sell today. People want everything to be $8/month which is 10-15x less than what we were charging. Good thing I'm retired, eh? :) One side not, amusing maybe, is that before I did business to business sales I was under the impression that a dollar is a dollar no matter who you area. Boy, was I wrong. We quickly figured out which customers were pleasant, gave us good bug reports, read the docs, and which customers were sort of lame, and which customers were complete assholes. It was not very long before we had the "nice guy price" and the "asshole price". It was eye opening to me, I had no idea how much everything is negotiable and how much that was influenced by how pleasant people were or were not.