My first real software job, I asked how much do we charge for this thing? Sales guy told me it was $50k. I was like, what? This thing isn't worth 50k. Sales man replied "It's not what it's worth, it's what they'll pay."
Never forgot it.
Never forgot it.
It always starts out easy "We want this thing X to do Y, we probably won't use it that much"
Which turns into
"X has our entire enterprise down" and you're like WTF, how can that be, and they are like "Well it worked so good we turned it into a main line of business app and didn't tell you" then "oh yea, can we get 24/7 support on it now" which turns into "The support people we talk to need to understand their shit because this is hitting a database and API endpoint pretty damned hard"
Then all of a sudden that $50k goes nowhere unless you're selling that shit again and again to keep up with your internal costs of making sure they are working.