1) You price the product based on what the market will bear. If you say "it costs $50k" and they say, "great where do we sign?" you're probably selling too che

1) You price the product based on what the market will bear. If you say "it costs $50k" and they say, "great where do we sign?" you're probably selling too cheap. You need a few 'no's to tell where the top of the pricing range is. How to guess the initial price? Ask your existing clients how much they'd pay for an off the shelf product. 2) Read up on Enterprise Sales - you're basically doing a small version of that. Academics and Unis are notorious for long sales cycles (years). Good luck!