This is a great insight. In Enterprise sales, the speed of sales at a given price often varies by pay grade. If you want individual teams at large companies t

This is a great insight. In Enterprise sales, the speed of sales at a given price often varies by pay grade. If you want individual teams at large companies to be able to purchase the software, it needs to be at a certain price point. If the software only makes sense at levels higher up, the price point increases accordingly. Also, the higher you go up in the company, the longer a deal can take. Thus, price should reflect this as well. For example, if your software is of the nature that it requires approval of CEOs at large companies, your pricing will need to reflect the extra overhead -- e.g. the time and hand holding it takes to close the deal. That's why lower prices and faster onboarding is so valuable. Ideally you want your software to be adoptable at grassroots levels within a company. This reduces sales overhead and makes lower prices feasible. It's a feedback loop in both directions.