At some point in the past year I watched a video of an Eric Sink presentation and he asked the following question (he said it was asked of him by a college student):
Why would someone buy your product when it has an open source competitor?
He didn’t answer it in his presentation, but if I remember correctly he said that to a college student, who tends to have a lot of time and little money, a product like Eric Sink’s Vault (which runs $299/license) is an enigma.
Why would someone pay $299 per user when there’s a perfectly suitable alternative available for free?!