Hi Paul;
=> Price Matters
Right on ... especially in today's economic situation where government & private companies are facing cut backs, reduced bottom line, savings initiatives, productivity, ROI, etc considerations that are front & center in the IT world as well.
One of the big mistakes IMHO that Sybase did in accelerating the decay of PB was to remove the 3 tier product pricing on PB. The Desktop, Team and Enterprise versions were designed to make low level entry possible to experience PB & the DW, then build some applications and move up to the Team version where application sales and a few more developers warranted / justified the higher level pricing and finally, to the Enterprise version of PB because your applications required that level of product features & support.
I am 100% behind you on the Enterprise pricing that allows you to add more instances with no more cost to the corporation of ISP. That should also hold true for Appeon's clustering option as well. For example, if an IT manger needed to add a "warm stand-by" feature at location Y to compliment their processing at location X - we should not be charged for running a few more Appeon Servers at location Y in "idle" mode. However, this fail-over planing & support is often mission critical to the success if your mission critical applications - yet, why would any software vendor charge the customer 2x for something they might use once or twice a year for 12-24 hours. This was a recent experience of one of government clients that lead to them turning away from Appeon. 
Price does matter! 
Oh yeah, one other pet peeve and one that many IT people see every day .. put your prices clearly visible on your website. One of the big turn offs these days is when people see "Contact us for pricing"!
regards ... Chris