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
