[akamia]

I can definitely relate to this.

I worked at a startup where the founder learned this the hard way. We were trying to sell to government agencies. He insisted on a pricing model that meant we had to go through complex and expensive RFP processes.

We had potential customers come to us and tell us directly that they wanted to buy our product. They explained that with some adjustments to our pricing model, we could avoid the need for an RFP. The founder would not budge and we really struggled.