One of the issues brought to mind by VMware’s new pricing scheme is how important price actually is in enterprise software pricing. For SMBs, pricing can make a break a deal. But for large enterprise, it’s not as clear-cut. In some cases, as Sameer Patel of the Sovos Group has pointed out, buyers may actually prefer a higher price because they need to justify their budgets (that’s oversimplifying things, but there you have it). Also, too low a price may suggest to enterprise buyers that a product isn’t enterprise-class.
What do you think?
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