It’s super common in B2B not to have a commoditized product offering especially if they push heavy on services work for on-premises/dedicated offerings more than precanned SaaS on shared hardware. Specifics of one customer’s needs can change the cost to maintain a contract for the vendor (e.g. wages, server costs) from 5 to 6 or 7 figures. Estimating that often requires in-depth conversations both internal and external. How do you even start turning that into a fixed price offering that guarantees a reasonable profit margin?