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Great points. I'd just like to add that the key here is to be cost conscious - i.e. cheap. One of Joel's better articles for those that haven't read it explain

• jpwagner 17y ago
  Good article for pricing in general, but Joel doesn't seem to understand enterprise software sales. His analysis of bad idea #2 ignores ROI. This model works when there is real customer pain being solved by the application.
  • run4yourlives 17y ago
    This model works when there is real customer pain being solved by the application. I think the point here is that that is rarely the case. Mainly because the "customer" that buys is disconnected so much from the "customer" that will use the software that both the pain and the ability of the application to solve said pain are woefully misunderstood.
    • jpwagner 17y ago
      Sounds like you misinterpreted your customer requirements, but that doesn't mean everyone has to. If I make an investment, say in a mutual fund, I am "using" my money even if the mutual fund is "using" my money. The "use" in each case is different, but the value needs to align with the buyer. If a child wants candy, it's up to the candy manufacturer to realize that they have to sell "healthy" candy, because the buyer is the parent. But the parent "uses" the candy in giving the child a treat, making them happy, and not hurting their health. That has to come across in the marketing.