Your counterparty is usually evaluated on the delta he can generate from your published list prices, and virtually nothing else.
So, if you want to, you can game the system by extracting other concessions. For instance, you can create a SKU with a reduced price but for which support or updates are expensive; your counterparty gets to record achieving a discount, but you ultimately make more money out of the deal. Another common concession to wring out of these deals is commitments to future purchases.
You would only do this if you want to; that is, if you think the opportunity to come out ahead financially is real enough to play the game. If you just want to make the sale, say "no, in low volumes, our price is $4995; sorry". They'll buy.
Your counterparty is usually evaluated on the delta he can generate from your published list prices, and virtually nothing else.
So, if you want to, you can game the system by extracting other concessions. For instance, you can create a SKU with a reduced price but for which support or updates are expensive; your counterparty gets to record achieving a discount, but you ultimately make more money out of the deal. Another common concession to wring out of these deals is commitments to future purchases.
You would only do this if you want to; that is, if you think the opportunity to come out ahead financially is real enough to play the game. If you just want to make the sale, say "no, in low volumes, our price is $4995; sorry". They'll buy.