This is a great strategy for the seller. A no-name company calls and they get a quote for $10k. IBM call with exactly the same requirements and they get quoted $15k. Just because the salesperson thinks that IBM can afford more.<p>I do not doubt this is typical for enterprise sales but as a customer it is very frustrating and leaves you with a constant feeling that you are probably being done-over. Not to mention that because every sale is a high-touch process starting with sales it means that a significant portion of the cost is the employment of all these non-scalable sales people.<p>I hate the &#x27;call us&#x27; pricing model. But I don&#x27;t deny it probably works well for them.