In the software business, a “custom quote” is often just a test of how much the client can bear. We decided to play differently — our prices are on the web. Here is what happened.
What we lost
Enquiries from companies hoping to “negotiate a miracle”. A few competitors used our price list as a benchmark and undercut us by ten percent — together with their quality. And yes, occasionally someone calls us expensive without asking what is included.
What we gained
The sales cycle shortened by a third: clients arrive with a budget they have already seen, and we discuss scope, not discounts. Months of dancing around proposals that led nowhere simply disappeared. And paradoxically, the average deal size went up — transparency attracts companies that calculate returns, not the lowest digit.
Margins? Unchanged. Because the price was never a secret kept from clients — it was a secret kept from competitors. And we do not need to fear them.