> but the techies' dilemma is that it's often difficult or impossible to put a hard number on the value they have added. Yes, but the point is that if you want

> but the techies' dilemma is that it's often difficult or impossible to put a hard number on the value they have added. Yes, but the point is that if you want to make a good salary, that's the problem you need to fix. What is your approach when you encounter something that's "difficult or impossible" in your daily work? You apply intelligence and creativity and create a solution. > The reality is [..] If you don't like that, time to go into management or sales. Whatever you do, DO NOT try to change the rules. DO NOT try to learn what it is management and sales do to get those nice, big salaries. When something is hard, GIVE UP. Of course you need to understand the employer's BATNA as well: If they don't appreciate tech, ie. their BATNA is to fire you/ignore you until you leave, then that's what you do. But companies can do that to their sales and management teams as well.