This is a serious marketing problem about perceived value in B2B entreprise stuff. We had the same kind of problem the product was really technological: 15 year

This is a serious marketing problem about perceived value in B2B entreprise stuff. We had the same kind of problem the product was really technological: 15 years of research, a prover, 6-7 PhD and stuff like that. But I decided to simplify the interface to a minimum, and every parameter tuning should be automatic. We ended up with just a few buttons in a toolbar and a few views embedded in an eclipse plugin. Then the customers where thinking that an "eclipse plugin is not worth 10k€", because the technology was hidden.