They didn't have an enterprise division until about a year and a bit ago, so I think it's more accurate to say that they found a channel that normally only work

They didn't have an enterprise division until about a year and a bit ago, so I think it's more accurate to say that they found a channel that normally only works for low-touch SaaS, but for a product and business model that can charge SMB rates. As someone else stated in another thread here, $100k+ deals don't happen because some employees use your product. It requires an enormous amount of sales and marketing infrastructure — and just plain old time — to rally someone else's organization around the change that adoption of your product entails.