I am well aware of special terms being extended to attract beta customers and using them as reference cases. That seems quite reasonable for Wave's situation. What seems unreasonable to me is to use those special terms, which are not extended to the average customer, to imply the cost effectiveness of a solution.
My guess is that the "pilot" projects underway with prospective enterprise customers involve little or no upfront expenditures. And it would not be surprising if some of the first significant enterprise deployments also receive favorable pricing, especially if Wave is permitted to refer to their purchase for promotional purposes. However, I doubt that anyone who is not already evaluating the full Wave solution will be given promotional pricing when it comes time to make the actual purchase.
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