Many of our sales reps who cam from the enterprise software industry were accustomed to offering a discount. The discount had become their closing strategy when they had to make their targets. I didn’t think we needed that motivator, and I believed that our service was fairly priced. Discounts, I thought, were tied to perceived risk. Offering deals would compromise the service’s value.
Marc Benioff, “Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-and Revolutionized an Industry”