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by tonyedgecombe
2304 days ago
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I've seen this in my own business. They can't turn this process off even for a trivial purchase. If you let them they will drag you into the enterprise sales process whether it makes sense for you or not. This is why there is a dearth of software in the middle of the market. You can sell something for less than $1000 because customers can expense it. After that the sales process forces up costs so much that you get "contact us for prices" and the hard sell. |
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> There’s no software priced between $1000 and $75,000. I’ll tell you why. The minute you charge more than $1000 you need to get serious corporate signoffs. You need a line item in their budget. You need purchasing managers and CEO approval and competitive bids and paperwork. So you need to send a salesperson out to the customer to do PowerPoint, with his airfare, golf course memberships, and $19.95 porn movies at the Ritz Carlton. And with all this, the cost of making one successful sale is going to average about $50,000. If you’re sending salespeople out to customers and charging less than $75,000, you’re losing money.
https://www.joelonsoftware.com/2004/12/15/camels-and-rubber-...