The problem is that not everyone works at a startup, armed with a credit card. If you sell to the Fortune 500 or government, a procurement officer does the pur

The problem is that not everyone works at a startup, armed with a credit card. If you sell to the Fortune 500 or government, a procurement officer does the purchase. The procurement guy's purpose in life is to extract discounts. With government, it's even worse, as you have GSA and State contracts with published price lists. There's also legal complications. If a vendor gives a discount to one government entity, all government entities qualify for that price by law.