[nunez]

i've been doing this sales engineering thing for the last two years and have seen a little bit of how this works.

you'll get a list price (the price that the company needs to sell at with lots of margin added on top), and, depending on how serious you are and your actual needs, you'll get a "real" price after a sales person/sales engineer qualifies you.

there are a million ways big-money SaaS licenses can be discounted, but it always depends on the buyer, the relationship, how "sticky" they'll be (i.e. will they use it for a year and bounce, or could they be a multi-year loyal customer), sales targets and how much other stuff they might purchase.

also, like a previous poster said earlier, there are lots and lots and LOTS of ways that enterprise software can be purchased. "request for quote" sales flows covers that.

SaaS companies do this because so much of B2B pricing is a function of value and willingness to pay for that value.