Indeed, that guy really gets it. One of my previous employers had a very good software and it sold such software to various other companies around the world. S

Indeed, that guy really gets it. One of my previous employers had a very good software and it sold such software to various other companies around the world. Such software was highly complex and really the top money could buy in the field. A yearly seat for a single user could cost up to around 5-7 k$. Yet for years the company made most of its money from "installation projects" and "professional services", that is working with the client to understand its needs and implement customisation to the software to make it work well in the customer environment.