The breakdown might typically be:
60% salaries - i.e. cost of people
25% infra-structure - hardware, cloud storage, VPNs networks etc.
10% for end user software - i.e. licensing things like Epic, SQL server, Oracle etc.
5% on tools like Iguana
So the value of us as vendor is typically how do we:
Optimize of the use of their staff and secondly
How do we reduce the cost their hardware.
Assist with organizational goals - timelines.
Reduce risk and increase security.
But check your assumptions - use clarification to see if the above applies to the organization you are talking to - it will give more insight and knowledge of what is going on.