To add to this: I have been in the position to push for a 6-7 figure investment in a product, and have passed on companies, because they made it so insanely fru

To add to this: I have been in the position to push for a 6-7 figure investment in a product, and have passed on companies, because they made it so insanely frustrating just to give them my money, let alone get a quote. Meeting after meeting, powerpoint after powerpoint. Some had literally zero way to pay, even for a lower tier, so there was no way I could try out the product at all. We skipped them all. You know what we did go with? A hodge-podge of AWS services, with on-demand pricing, that definitely was more expensive than the SaaS and took us more time and manpower to get working. It wasn't a niche solution, either. Often we don't need the whole company to be locked into whatever the Enterprise feature is. Maybe we only need a single feature, and that has a given dollar value for us, and for the provider. SSO for example costs the provider almost nothing in terms of compute/network, and little in terms of development and support; so why not let people pay a-la-carte for SSO? Cheap enough to be worth it, not so expensive as to be a turn-off. You could have one bulk price for SSO, or even charge per authenticated user! The point is to make it flexible, but still extract some money for that feature that hardly costs you anything to support. Another example: let them have complex IAM (groups, roles, etc) for one price, and SSO costs extra. OR they can call to negotiate. This way they can pay now a-la-carte, or they can try to get a better price, or they can just settle for not using the feature. But it gets them on your platform, giving you money, in some form or another. Add up all the a-la-carte features and you get a bloated quote, but you can offer discounts for package deals.