There are too many little things to sit down and make an argument. That's why I didn't want to get into a debate. You either see this or you don't. It's not easy to show it, but I will make just 1 example not to be completely without foundation.
The context is making (high touch) enterprise sales. In a blog post he reveals "the secret" that departments/teams have a credit card and purchaes below certain threshold are made with it and without allocating budget. He advices the reader to price his product/service to fall bellow that threshold so people in the department can purchase on their own discretion. It sounds logical and $6,000/year is a nice sum if you don't do a lot of custom stuff for clients.
On the other hand, you want your invoice's line to be as high on their books as possible. If your service is on some low manager's sheet, you are nobody there. He gets moved, quits, the company decides to cut costs or a thousand other things - you lose the client. You don't want a nobody pushing the needle for you on their side. You want it sponsored by a Director at the very least, but VP and above are more desirable. You want to be vetted. You want to be on the Approved Vendor List. You don't want payments every month, you want them on lumpier sums.
When reading something, it is a good exercise to think about the opposing situation for a second.
The context is making (high touch) enterprise sales. In a blog post he reveals "the secret" that departments/teams have a credit card and purchaes below certain threshold are made with it and without allocating budget. He advices the reader to price his product/service to fall bellow that threshold so people in the department can purchase on their own discretion. It sounds logical and $6,000/year is a nice sum if you don't do a lot of custom stuff for clients.
On the other hand, you want your invoice's line to be as high on their books as possible. If your service is on some low manager's sheet, you are nobody there. He gets moved, quits, the company decides to cut costs or a thousand other things - you lose the client. You don't want a nobody pushing the needle for you on their side. You want it sponsored by a Director at the very least, but VP and above are more desirable. You want to be vetted. You want to be on the Approved Vendor List. You don't want payments every month, you want them on lumpier sums.
When reading something, it is a good exercise to think about the opposing situation for a second.