The lack of sticker prices and public roadmaps in enterprise software turns “competitive research” into a bit of a scavenger hunt—but you don’t have to don a trench coat. I start with the richest source: buyers who just finished evaluating vendors. In debriefs with both won and lost prospects, AEs often get forwarded SOWs, red-lined MSAs, or at least a verbal rundown of discount tiers and usage-based add-ons. Those artifacts reveal real street pricing and which features pop onto the invoice only ...Read More
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