[skmurphy]

The premise of your assignment is that the specifics of a customer situation don't affect price. For enterprise SaaS this is not the case. There is no "price list" there is structured negotiation that has many parameters, including:

Total likely value of the business relationship if solution widely adopted inside prospect

What options does winning this deal create? In particular what will the vendor learn and will this relationship open the door to new niches, segments, markets?

What is the value of a reference / testimonial from this particular prospect?

Two related blog posts for startups who need to manage an enterprise sales process:

https://www.skmurphy.com/blog/2008/11/12/negotiate-the-level...

https://www.skmurphy.com/blog/2013/02/16/price-based-on-your...