In my view, if you're charging $20 for a utility that demonstrably saves companies hundreds of hours of labor, then you're leaving a whole lot of money on the table.
The $20 figure may be more appropriate to the average consumer, but the same principle applies to companies. However, then it gets way more complicated because more people are involved in the purchasing decision and the users aren't necessarily the ones deciding the purchase. Getting a small purchase through is exponentially easier.
Most companies aren't actually all that efficient, they are very good at creating busywork. Lots of human factors are at play. Changing workflows is a tough sell.
Also, what's a "demonstrable" saving? Sure, I can sing the praises of my product, of course I will. I can bring testimonials. The person at the other side will not take it at face value.
They have a budget, they have an expectation of how much to spend. They can't just add my promised savings to their budget. Nobody is getting fired for wasting money on the purpose it was already budgeted for.
