By: Bob Jandro, President and CEO, Nsite
A few years ago, when I was heading up the telecommunications industry group for a Fortune 500 software company, we had a saying, “There’s no such thing as a standard price quote.” Virtually every deal called for special pricing relative to the particular needs of the customer, whether scope of deployment, customization or a host of other factors. So rather than closing business based on pre-set pricing guidelines, the salespeople had to literally walk every deal through a fairly onerous approvals routine, involving lots of phone calls, emails, faxes and spreadsheets.