I'm not including some full Solutions Engineer / Customer Success Engineer kind of integration work on part of the vendor - I'm talking about, you go to the ven

I'm not including some full Solutions Engineer / Customer Success Engineer kind of integration work on part of the vendor - I'm talking about, you go to the vendor's website, you see some feature you need (like SSO) is under "Contact Us" pricing, usually the barebones for that is $2k/month. This represents meeting with Sales for 15 minute calls a handful of times so they can qualify you, understand your usecase, present you with a quote for more than you need, then negotiate down. Enterprise salespeople working in that segment understand you're small-fry and they'll kick you a small contract not because they're going to get rich off the commission but because they know that depending solely on whales is a high-risk approach that sooner or later gets them fired. Small contracts pad them out and provide more reliable monthly numbers as long as the sales process doesn't turn into a tarpit that isn't worth the money.