[davismwfl]

It depends on a few things, but the biggest factor is your primary buyers. General consumers and small businesses are quite price sensitive, high net worth people and medium sized businesses are less price sensitive and more willing to spend if the value is created. Large corporations and enterprises are the least price sensitive.

Also, consumers, small businesses and enterprises are the most demanding of support, but of those only enterprises understand they have to pay for it. Medium to large businesses are generally moderate support needs, as they reach the enterprise level the support demands go up.

So outside of who is the primary buyer, you need to define their support needs, risks, costs to run it and value generated to the client. Then price accordingly. I always try to value price not discount price. E.g. if the value your service or product provides is greater then the selling price then you are selling at a discount and IMO making a mistake generally. However, there are exceptions where it is necessary at least at low service levels to do this.

*edit, fixed punctuation.