For mature SaaS companies, this could be a function of quarter/year-end, and trying to hit targets. For smaller companies (I run one), this is more likely becau

For mature SaaS companies, this could be a function of quarter/year-end, and trying to hit targets. For smaller companies (I run one), this is more likely because they would value your business now because it helps them validate their product and get future customers. If you become a customer after they already have customers larger/more well-known than you, that value-add is nullified.