[brc]

Yes, that's what I am saying. There is a pricing point at which having a customized sales process absolutely makes sense.

What I am saying along with that is that - by doing this - you're ignoring a lot of the market at (or even just below) your price point. That might be OK - as long as it is a conscious decision to do so, including acknowledging that your market is completely above that point.

In the case being discussed here, it would seem that there is an interest below this price point.