Not all that much. At a global enterprise, for instance, that buys a couple senior systems engineers with SDLC experience after you include all the per-employee overhead that doubles their cost beyond their comp.
Terraform saves the enterprise far more than that in overhead. If Terraform provides even 10% lift across 1000 seats, that's many times its cost.
At a million a year, you'd need it to save you between 2 and 4 headcount to break even, not counting the compliance/audit/security benefits.
Terraform is immensely valuable.
The open source bits is 90% of that value.
An enterprise will _already_ have a team managing terraform infra. Them building the parts they need from that remaining 10% may be cheaper then paying HashiCorp. This is a difficult sell.
Also, a ton of Terraform's value comes from the fact that there are modules for everything. Some or developed by HashiCorp but most are developed by vendors or even users who want terraform support.
In many places in europe you can hire a team of ~10 engineers already fully loaded for $1 million a year, or like 2 seniors and 4 midlevels or any combo like this. This is based off of 1st hand experience hiring for these salaries.
HashiCorp pricing just made it simply impossible to pay them.
Their plan was to provide a free offering that was very good, get companies hooked, and then charge our the nose for any enterprisy feature.
The problem was how they charged, which they don't reveal until after you contact sales. You could build a solution using the free offering that works very well. Then years later want something paid offerings and contact sales and find out that they charge over 1000USD per clients, and you have 1000 clients. Oops, guess I'm just going to engineer my own solution for that. 1 million a year buys a lot of development and operational.
It's really hard to go to management and say this open source thing we are running and serving the companies needs will now cost millions of dollars.
Though I understand HashiCorp position somewhat. I'm sure their sales team has repeatedly heard that a potential client has decided they don't need the feature they called about since the free solution is good enough and can engineer around any short commons.