How to Price Software - Economics vs. Pyschology
joelonsoftware.com
joelonsoftware.com
One thing not mentioned is that, even before pricing, is important to define what are you charging for. While in some cases it's easy (Photoshop charge per seat), in other it isn't because there are several variables in the application usage. In our case there are several thing we can charge for: users, concurrent users, concurrent rooms, and length of the meeting. Focusing your pricing on one thing instead of the other could radically change the amount of revenues as well as the perception users have about the price.
You are selling reputation, support, and a willingness to hold the customer's hand in the middle of the night, and possibly anywhere in the world. You are selling the assurance that your product is safe and reliable, and that selecting your competitor's product would be madness, folly & death, leaving your client out of a job, and his children disgraced and homeless.
This also contributes to the $75K entry level price tag for business software that Joel mentioned. It doesn't all go to "sales porn" -- some of it has to go into at least the appearance of support.
http://en.wikipedia.org/wiki/Veblen_good
(There's also Giffen goods, which are similar, but where the lower priced product is inferior. This means that consumers will substitute the product for another if they have the money to do so.)