[ryanmarsh]

so I assume you have some metrics that you use to determine this

Nope. Sales is human. If it were a codec it would be non-deterministic and lossy.

I quote whatever the market will bear. I try to quote $5k and often get negotiated down to $3k by procurement/vendor mgmt. dept. There's been plenty written about how this works by folks smarter and more experienced at sales than myself.

[balabaster]

Awesome, thanks so much for that clarification.