There is variability but in my experience it’s good variability, not bad. Every time I’ve gotten “contact us” pricing I have been presented with a slide deck “this is what we usually charge for companies with your needs”, and the sales call was to allow me a chance to negotiate the price down (or eg lock in a multi year contract for cheaper.

But this is nonsensical optimisation imo. At these price points, the ability to negotiate should be evident to anyone who has bought such products before.