The whole point is to take your time, encouraging you to continue down the sales funnel for fear of wasting your time by disengaging. It’s designed that way on purpose
That might be true at some places but I have worked at a company where the pricing was based on total storage, users, and backup frequency.
It was a data protection company that sold b2b. We would put up pricing for lower tiers but for larger companies it was nearly impossible to put a price because the quotes would be very different based on their need. Plus you can get big discounts if you have larger storage needs.
Putting up pricing for those tiers would mean entire pages with different combinations.
With that said. If someone asked for pricing I would send them a form with needed info. If they were willing to share that type of information(most security teams wouldn’t) then I can price out a quote. Signing NDA’s was almost always necessary. This is understood. Otherwise I would send general tiers with disclaimers.
The folks who would get upset over “contact us for pricing” were always the worst customers to have. Tiny contracts with daily hand holding.
Not all companies who put “contact us” are trying to scam you and if that makes you’re probably not the right type of customer for their product.
In the 5 years I was there, never had anyone complain and we sold to Fortune 500. This was an expected part of the process. Those types of customers worry less about price up front and more so about technical fit and ability to solve their issues. In a lot of industries, if your shopping on price then you’re probably not worth the hassle in my opinion. The company uses the contact us as a filter so they don’t have to deal with difficult customers.
If pricing has complex factors, then you can provide some examples at different usage tiers. Then people have a ballpark idea based on how well they line up to one of the examples, and the gaps between tiers.
Yupp and we would give ball park figures if you hit contact. We have an entire pricing sheet but giving a range like 20k-1.m isn’t so helpful.
The pricing sheet used to be on the website and what would happens is folks either assumed we were too expensive or they could get away with something absolutely not made for them(super low tier).
You end up losing out on potential customers because they never asked for help. A simple message to the team with some basic info and you could get a fairly reasonable range.
Again, in software this is pretty much universal and understood. Especially in B2B.
The other part of this is that most people would be talking to competitors and we want to beat their quotes. So if you just give a ballpark figure and a competitor quoted something lower then you wouldn’t speak to us but if you did, I know our partners would mark down their margins enough to try and match or beat our competitors pricing.
1.2k
u/GammaFan 5h ago
The whole point is to take your time, encouraging you to continue down the sales funnel for fear of wasting your time by disengaging. It’s designed that way on purpose