Comment by slama
2 days ago
My understanding is that enterprise purchasing teams are often evaluated based on their ability to secure discounts compared to the initial sticker price of the software. Therefore, having a firm sticker price might make them less incentivized to purchase your SaaS. I suspect many companies don't put pricing up front so the email can say "Normally, we charge X per seat, but we'll give you a special volume offer of Y"
It's a part of the enterprise dance, sure, but I wouldn't say they become deincentivized to purchase if you say no to discounts or negotiations, at least up to p99.
The two categories of enterprises I’ve seen most react differently. There are staid, predictable and well understood businesses that highly value discounts, some to the point of absurdity. There are also enterprises with a more dynamic nature that are going in new directions and highly value flexibility. Most fall in one of those camps, and sometimes both.