You can’t make this stuff up. While the rest of the Product Marketing team was working on a new pricing model, Michael had uncovered a huge hole in the underlying logic. No one had thought to understand the customer value. They had heard that the price was too high, so many times, from so many sales people, that they stopped questioning it.
Is price the driving issue? Do some win/loss (or hire Alan to do it for you) and find out what's really happening in your sales. Don't look at one; look at a bunch--and find the patterns.
