Unreasonable Pricing Expectations

Mostly just here to vent to people who get it.

I'm in end stage negotiations with a VP of Sales who can't seem to understand our price point given he acquired our solution at a prior company almost 2 years ago.

For context, He's been internally selling our solution because of how great it was at a prior company, and everyone is bought in. He's basically told us were already sold in, the whole CXO team is closed on our solution.

The problem is he quoted our solution at a price point that's wildly off given the scope of their project. This being predicated on a prior deal, which brought this deal to my lap by way of prior relationship with our partner on the deal.

2 years ago, he got our solution for our lowest price point, with a critical SKU thrown in for free simply because it was a different time, a different leadership authorizing such, and a parent company who rolled the sub-company's deal into a broader supersede.

We've clearly outlined our prices haven't changed, and the package he's looking for is entirely the same and entirely accommodating of what they need. The only difference here is they don't get a bunch of free shit and discounts to match up what he internally sold, without any of my input or idea it was happening.

Am I the asshole? - I certainly do not believe this to be the case, and my leadership has my back and had a testy conversation with this VP of Sales who basically said they'd walk. (Which we're fine with at this point)

The hilarity of this fact is not lost on me... He admitted they hired a SME on our solution to start June 1st in alignment with getting this stood up. So as far as I'm concerned, they have absolutely no leverage here.

Anyway, First blood pressure raising negotiation in my short career and almost laughing at this point.

Rant over.