I've never sold an enterprise SaaS but have procured them. Rarely, if ever, is it a simple pricing situation. A big thing for me is always SLAs. We will pay more if we can get a good SLA and a guarantee that your end will take care of problems quickly and with priority. We have also dropped/sued companies who failed to meet their SLAs (though legal action has only been taken once in my career). There's also a "serious business" price point to consider. It's often easier to raise your price than give discounts to enterprise clients. There's perceived value in simply paying more.
Work out exactly what they want. Ask if they want guarantees, what those guarantees are, and how you can service them. I doubt you'd be able to meet a strict SLA at $49/seat. Imagine you have what amounts to a small outage that puts them out of work for a day. Total up that labor cost and ask yourself how much you'd want to make to insure you can service that problem. Price accordingly. Since, of course, if they wanted your normal pricing they'd just procure a bunch of seats the usual way. There is a reason that most enterprise contracts are long and worth XX-XXX million dollars.
Work out exactly what they want. Ask if they want guarantees, what those guarantees are, and how you can service them. I doubt you'd be able to meet a strict SLA at $49/seat. Imagine you have what amounts to a small outage that puts them out of work for a day. Total up that labor cost and ask yourself how much you'd want to make to insure you can service that problem. Price accordingly. Since, of course, if they wanted your normal pricing they'd just procure a bunch of seats the usual way. There is a reason that most enterprise contracts are long and worth XX-XXX million dollars.