I have experience selling to companies and I’ve found that even when they realise they need and want to pay for a piece of software they have absolutely no clue how to figure out what it’s worth.
Consequently they engage in endless hardball negotiation and invite other suppliers to provide quotes (even when your offering uniquely meets all requirements).
In the end the challenge is to get customers comfortable that they’re paying a fair price for what they’re getting. That however is much easier to say than to do.
Consequently they engage in endless hardball negotiation and invite other suppliers to provide quotes (even when your offering uniquely meets all requirements).
In the end the challenge is to get customers comfortable that they’re paying a fair price for what they’re getting. That however is much easier to say than to do.