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It is unfortunately a necessary evil of most enterprise sales situations. My company started out by providing clear, public, easy to understand pricing on our
by modoc 14y ago
It is unfortunately a necessary evil of most enterprise sales situations. My company started out by providing clear, public, easy to understand pricing on our website. We quickly discovered that many large companies expect to get large discounts off of "list" price, and even if your pricing is on par with, or less than your competitors, you end up talking to people who say things like "I won't sign anything if I don't get at least 20% off list price". It's a weird weird world. Companies like Oracle who routinely discount 80+% off of "list" set these expectations in the market.
- jonahx 14y agoThat actually makes some sense. I feel like they could at least say something like "We are enterprise only product. Pricing varies, but starts at $XXX" Of course I just assume that if there's no price tag, it's going to be high, but still.
- kerno 14y agoFrom Jason Cohen "This is always how the conversation would go: PM: What kind of discount are you offering? Me: We don’t discount; instead we put our pricing on our website so there’s no misunderstanding. PM: Well I’m going to need some kind of discount. How about 30%? Me: As it says on our website, we don’t discount. PM: But I’m buying 400 seats!" http://blog.asmartbear.com/startups-emotionally-draining.html http://blog.asmartbear.com/startups-emotionally-draining.htm...