I'd say there are many different levels of "enterprisey" sales, depending on the deal size and whether you're selling to a small, medium, or large entity, and w

I'd say there are many different levels of "enterprisey" sales, depending on the deal size and whether you're selling to a small, medium, or large entity, and whether it's public or private. A competitive bidding process is nothing like a discretionary purchase. Pros: * Sometimes they're not spending their own money. Especially if they're spending grant money, simply price your package for the amount of the grant. They may have no incentive to save money if it's use-it-or-lose-it. * Enterprises or gov't sometimes have plenty of money to throw around, especially in the above scenario. Come up with as many frivolous "add-on" features as you can, put ridiculous price tags on it, and watch clients inexplicably check all the boxes. SMS notifications for only $5000/year? Deal! * Big government contracts may be for 5 years of service paid upfront. Think about what that does to your cashflow. Cons: * Your soul withers away.