Enterprise sales can be a long process because of the procurement process at the company. You can be looking at a 9 month to 3 year sales cycle, where a sales person is going to be involved the entire time answering questions, having security assessments completed, responding to quotes from other companies, etc.
You're going to have more conversations about special implementation requirements, integration with an obscure system, special support, training and compliance needs, etc.
For a long time I've believed that every company really needs 2 "enterprise" plans.
1. Standard Enterprise
- Yes we have SAML
- Yes you can have massive discounts on overages
- Yes you can get a copy of our SOC2 Type II if you sign an NDA.
Price: $X / [month,year]
2. Custom Enterprise
- We'll complete your custom security assessment document
- Discuss special options for training and support
Price: Contact Sales
Exactly. They're trying to find the maximum you'll pay. It's like when you click on "Enterprise" plan on a SAAS company - time for a sales rep to Google your company, see the nice share price and give you a "custom" quote.