Also don&#x27;t forget, if a budget line owner wants this product they don&#x27;t care what procurement negotiated down, just that they got their tool.<p>For me the big questions are; 1) what are the user numbers. If they have 1,000+ people going on the app I&#x27;d discount the app price reasonably and maybe throw in the dedicated server. If they have 15 people using the app I&#x27;d hold the price, charge for the dedicated server. And 2) Would this be a almost guaranteed springboard for future deals?<p>Do you have much alternate competition? If it&#x27;s not a tender bid type scenario I&#x27;d in my limited information be inclined to set initial pricing at appstore levels (or a small bulk discount) plus a dedicated server fee. They&#x27;ll likely comeback and say they want a discount, but if not great. You may as well start high unless there is the chance they will walk and not return without an initial discount. If they don&#x27;t like it then you can ask them how much, and you&#x27;ve anchored the expectation of full price.<p>If relevant I&#x27;d also put on the initial offer some X hours of customisation work type offer @ full price. It&#x27;s better to do this as you might roll the work into the wider app, so it&#x27;s possibly &#x27;free&#x27; anyway. It gives you another negotiation lever if they look to discount as you can take this away. It&#x27;s something to make them feel like a win, plus it will look as a higher perceived value than the cost to you if the agreed hours are set right.<p>There&#x27;s always a bazillion variables. I know nothing. Good luck.