The product(s) are mostly differentiated by the enterprise salesperson being able to convince the company they will generate a much larger multiple of $1M in revenue or cost savings for the enterprise, and from being able to convince them that any competitive alternative in the 100K price bracket won&#x27;t yield comparable results.<p>The ways that can work are quite varied: it could be very expensive software that&#x27;s necessary to control a certain business process, or a standard app that is going to make small (but by an enterprise salesperson, quantifiable) improvements to the productivity of 40,000 staff, or something that&#x27;s sold with metered usage that the enterprise wants to use a <i>lot</i>.<p>But ultimately to sell at that scale you&#x27;re almost certainly using &quot;value based pricing&quot; where you start by trying to identify how much the enterprise customer will make&#x2F;save from your product compared with their next best option, and negotiate down from there.