00:00 - You are quoting the same rate for every client

00:10 - 9,000 a month regardless of size

00:32 - The problem was not confidence

00:42 - Tiered pricing based on organizational size

00:52 - 9,000 to 13,000 accepted immediately

01:06 - The client is doubling headcount

01:18 - Confidence without structure is hope

01:38 - Pricing is not a number. It is an argument

01:57 - They did not get more confident they got more clear