Im struggling a bit w/ pricing our SaaS product, especially for large customers who ideally want many things. What would be a good starting point & once they go into a PoC, how do you go in & ask them to convert to a full customer and start paying money?

I would set expectations even before the start of the POC. Would a successful POC mean they would buy? What would the process and do they have a budget etc.? Pricing, in my opinion, is both an art and science. Customers would pay what they see as a perceived value but there are other factors. What are your competitors charging for similar functionality? What price did the customer pay in the past for a similar product ? You should do research on competition, market before you even get into the pricing negotiations. But don't be shy in asking to pay if your product is solving a key pain point. Regarding features, always address the immediate pain point and put the good to have features in the roadmap. You would know what features the customer cannot live without and what they can.