Question 1

How is enterprise software pricing different from SMB?

Accepted Answer

Buying committees, procurement, and RFPs replace self-service signup. Discounting becomes a discipline rather than a one-off. Deal architecture matters as much as list price.

Question 2

Should you respond to pricing RFPs?

Accepted Answer

Sometimes. RFPs are a procurement-anchored lens that often distorts the actual buying decision. The decision is whether the RFP is real or a price-discovery exercise — and the answer changes the response.

Question 3

How do you migrate legacy customers to new pricing?

Accepted Answer

By treating it as a change-management project, not a billing change. Honoring original terms where commercially viable, communicating the why before the what, and pricing the new reality so the migration math works for both sides.

Free Resources

Enterprise Pricing