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For B2B, after years of software subscriptions with sudden 10x or 100x price increases, there is a bit of fatigue and companies are a bit more wary than they were 5-10 years ago. The expectation of price increases are now baked into the cost forecasts. Getting approval for $250/mo is actually a harder sell in many companies than getting a one-time approval for $25,000.

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>there is a bit of fatigue and companies are a bit more wary than they were 5-10 years ago

This reminded me of a really disheartening (and probably 100% accurate) thread on Reddit recently. A developer was asking how to go about validating an idea for a SaaS that was catered towards small businesses. Most, if not all of the comments were along the lines of "no thanks, we've already dealt with a startup trying to 'solve' our problem."

>Getting approval for $250/mo is actually a harder sell in many companies than getting a one-time approval for $25,000.

This.

I actually see a much greater multiple where customers still prefer to make a CapEx vs OpEx. The low cost of capital is a likely contributor.

This is an interesting point! It raises the question of what kinds of software products could a bootstrapper create and sell with a, say, $5K+ one-off cost? (genuine interest, not sarcasm)

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