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How specifically did the request for source code signal to you that the vendor's charging too little? You suspect the customer is worried that the product is re
by twotwotwo 9y ago
How specifically did the request for source code signal to you that the vendor's charging too little? You suspect the customer is worried that the product is really nothing because it's priced so low? High prices from a vendor signal they mean business and ward off fiddly objections? (I'd expect the opposite, higher price => higher stakes => more interest in knowing just what you're purchasing.) That an ML product with source that BigCo would want to read probably has some special sauce that deserves a high price? Just that most small vendors looking at selling to very large customers tend to underestimate the optimal price?
I guess I risk inviting you to reply "Yes." or "mostly yes" with that laundry list, because most are theoretically plausible signals and sort of statements of the same idea, but what was your thought process leading to the conclusion they're underpriced? As someone who works for a vendor this is relevant to my interests :)
- patio11 9y agoHow specifically did it signal to you that they're underpriced? Because the poster is surprised by this requirement and doesn't have standardized answers to it yet. In poker, there is this thing called "assigning a range" to someone based on their actions. You can't see their cards, but their actions might give you signal where you could say "Hmm, playing like they have a middle pocket pair and not totally air nor a monster." If sophistication with regards to enterprise sales is a spectrum like poker hands, surprise about certain parts of the process causes me to adjust my range accordingly, and that plus experience working with software people colors my estimate of pricing sophistication.
- twotwotwo 9y agoAh, that's very helpful. As you could see from my reply I was reaching for reasons you might think their pricing was low without knowing their pricing, and this makes more sense than the ones I came up with.
- rajacombinator 9y agoNo strat talk on hn bro ... ;)
- brudgers 9y agoAt the flea market they call it "looking at the customer's shoes."
- nativedude 9y agoPriceless!