Enterprise B2B Saas

Just had an interesting conversation with a SaaS vendor that left me scratching my head… 🤔

They wanted to charge us 23X more per user than what they charged with our previous company. Same product. Same features. Same everything.

When I asked why, I got the standard “enterprise value” speech. But here’s the thing – value should scale reasonably with company size. 23X isn’t scaling – it’s price gouging.

How do you handle vendors who try to exponentially increase prices based solely on your company’s logo? At what point does “enterprise pricing” become predatory pricing?

Curious to hear your thoughts and experiences.