I don't want to say anything too specific, but for our SaaS company, it's very common for larger clients to pay an effective price that's around 2x the intended "call us" sticker price even after negotiated discounts because they overbuy on long-term fixed-price contracts and then fail to grow into them (I don't know if this is merely a recent trend due to hiring freezes or if it's always like this).

Our default plan type is active-user pricing (i.e. only pay for active users each month), and most large companies would save a ton of money if they stuck with this instead.