Part 2/7:
Having experienced both sides of the spectrum—software engineering and technical sales—there’s an unsettling truth that reveals itself: buying enterprise software is often a raw deal for customers. The purchasing process resembles the frustrating experience of buying a car—not the customer-friendly type, but rather a transaction laden with hidden costs and lack of transparency.
When negotiating software deals, the price is typically determined by what the seller believes the buyer is willing to pay. This creates a situation where buyers are left feeling like they are walking on eggshells, unsure of whether they are making a genuinely beneficial decision or simply falling prey to high-pressure sales tactics.