One of my specialty areas is 3rd party maintenance on Teradata appliances, typically eosl. Contacted this company who were looking for support on their dev environment and closed both dev and prod.
Moral of the story: listen to the prospect, he and I agreed what we wanted to achieve and discussed the best way for him to get what he wanted at a price that worked for both of us. In the end we added $10k to the price so that I could make the deal work internally. Service goes live at the end of the month.
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