Thank you, marc_1, This is a good point. Perhaps there is some logic to finding a price that lets us hit the next milestones and get customers two and three on

Thank you, marc_1, This is a good point. Perhaps there is some logic to finding a price that lets us hit the next milestones and get customers two and three onboard. Even if it is less than what the material value might be for customer one. That is a good link, I appreciate the reference. My primary takeaway is that according to the survey on SaaS ACV we would be on the very high end even at $120k/year. I think this is part of the challenge I face - the customer is not used to seeing SaaS billed this way.