Harbaugh: Enterprise software must price high because procurement expects 10% discounts
Edith Harbaugh · Scaling to $100M ARR: The Top 10 Mistakes to Avoid From LaunchDarkly Co-Founder Edith Harbaugh · Jun 20, 2023 · at 18:30
Edith Harbaugh, co-founder of LaunchDarkly, discusses enterprise pricing strategy and the role of procurement departments.
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“If you're in an enterprise sales cycle, people expect you to ask for money. People are paying for a premium service. They're paying for a premium ELA. They expect it to be higher. Ah, and the insidious thing is that they also expect it to go to procurement and get knocked down by 10%. So if you don't ask for more money out of the gate, you're actually kind of mis-selling yourself.”
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