Generally speaking, when I see hard-to-explain sales behaviours from enterprise vendors my experience is that:

1/ The sales incentives are leading to sales teams optimising their incentives in ways that seem bad for the organisation over all, and/or

2/ The contract has nasty fishhooks that will make all that money back, and more, in year two or three (classic example from my experience with a different vendor: selling servers at $50k, discounted from $250k, but then assessing maintenance on the original price, leading to a $50k/year opex).

Reduced transparency (if one does not realize what comes in year two or three) makes it really hard to make a fair comparison in year one.