> BUT as a 2x SAAS business I found that this absolutely worked. Make them call. I hate that it works. I have tried irrationally hard to make transparent pricing work for larger customers, and failed. I don't think it's a law of nature, and in some cases it can work. But generally, talk to larger customers.

I think some managers like the process. It's a good excuse to kill 1-4 hours emailing back and forth, scheduling calls, having calls, et c. Low-stress, even enjoyable, still counts as Real Work. Gives you something to brag about when angling for raises or promotions, or when interviewing, if you get a discount (even if ~everyone gets the same "discount"). Plus I think some of them just aren't comfortable signing up for something for business purposes when they haven't spoken with a real person on the other end. Gives them some kind of reassurance or confidence.