I never understood this. Why do companies cut deals for services like twilio offer? Fair & progressively discounting pricing backed by a market leading product would save on sales salaries and commissions while increasing deal flow. I understand the corporate culture around deal making is also too ingrained on the buyers side too however it's long term detrimental to all parties involved. Everytime I've been involved in this type of exchange the only thing on my mind is how useless and irritating the sales team are, while i wonder about competitors with up front pricing who will help speed up delivery of the actual feature /product.

I'm not familiar with "bottom dollar" used in this way--could you help me out?