I analyzed 250 SaaS pricing pages
Working at a public university I can say the recent move towards "contact us" pricing without including ANY pricing information has led to us not being able to look at many products. The way it works in my state is unless the vendor is already licensed with the university I'm not allowed to contact the vendor except to get a quote. If you start to give me a sales pitch asking questions about needs I am going to cut you off and hang up because its illegal for me to work with the vendor prior to an agreement in place. If your product is over 25K then I have to conduct an RFP which then means your company gets to make a pitch on paper and good luck convincing your product that I want is better than no name product I've never heard of from Oracle/IBM because they can undercut you because procurement has no clue what features/setup costs will be additional in their product that isn't in yours. They just go with what is cheaper.On the other hand you give me up front on your website 1 user pricing I can take that public information and multiply it by the number we need, send it up the chain, make a convincing argument for sole sourcing, and then you will suddenly look like heroes with procurement because they were able to get it "so much cheaper" because I just multiplied what it cost for 1 * 30,000 (e.x.: number of students).