Counterpoint - from a enterprise IT procurement perspective, if you're not willing to negotiate the price, as a start-up, you're lowering your chances to sell i

Counterpoint - from a enterprise IT procurement perspective, if you're not willing to negotiate the price, as a start-up, you're lowering your chances to sell it to 0. You may have leverage with the people that will use the product(s) but all the procurement operations are usually centralized and will require negotiations at pricing and \ or T&Cs level.