In my 25 years as a consultant, my clients have tended to straddle the mythical line between small/medium businesses and what vendors like to think of as true enterprises. Working both sides of the line that way has made it painfully obvious that the process of figuring out what some piece of kit will cost my client is very different depending on which market the item I’m specing out is targeted to. While an SME customer buying one or two Dell servers expects to pay the price on the Dell website, saving Dell the cost of a sales call, vendors of products targeted for sale to enterprise openly admit that no one pays list price.
Network Computing