[derefr]

Maybe sales people within sellers do. The companies as a whole should worry about losing market-share to competitors and eventually getting shut out of the market. Getting this or that high-profile contract isn't worth much if those contracts switch away one year later citing that your competitor is "what everyone uses now."

[closewith]

This feels like wishful-thinking rather than having any basis in reality. Many SaaS providers with _Contact Us_ pricing are market leaders.

[derefr]

That's an effect, not a cause. You can "afford" contact-us pricing, once you've got a monopoly stranglehold on an industry. You can't afford it when you're a scrappy newcomer fighting for mindshare.

[closewith]

That doesn't track, at least in my experience. Custom Enterprise pricing is prevalent and advantageous at all levels.

Honestly, it seems to me that you just don't like the practice and so are rationalising.