[rchowe]

Don't underestimate the ability of small companies to have 4D matrix pricing that nobody can comprehend!

It's pretty common in custom manufacturing (which makes sense) but also companies that purchase product/services from others and re-sell them as part of a larger whole. Some folks also don't understand that pricing doesn't have to exactly match your product.

I think there is also value for certain lines of business for having a customer meet the sales team and possibly an account manager before using the product, usually if the product has some kind of learning curve or domain specific knowledge where insiders can unlock value.