This is a tricky question. In theory the price is based per user license plus the h/w but as the industry is relatively young meaning there is no guideline showing that the last 100 customers using brand 'x' paid 'y' per license.

The range of discounts or included/extra options really mean that the final price is based on the vendor's pereception of your current and future budgets.

Being in a new territory where the vendor has extra motivation (i.e. their competitor recently landed a large contract there) can help you immensely.

Also, regardless of whom you choose, you will be a guinea pig. That is the fn of being in the industry at this time.

Mark Seidenfeld