Enterprise software procurement

1. Past discounts

   $186k list for three hundred seats, signed at $102k. Their Q4, our January budget cut-off, plus a written case study and a reference call a quarter.

2. Necessary vs not

   $24k a year for premium support, used four times, all routed to the standard queue. The $40k implementation block was the part worth paying for.

3. How it held up

   Year-two uplift was uncapped in the draft and went to 3% the moment we asked. A company that signed four months later got eleven.