Based on my limited experience building enterprise product in security space. It is deliberately designed this way. You dont want to have variation in ticket size. Investors want to see large ticket size like 100k, but in your case, the margins would not be that great if the price was 30k per year or something, it would be the same effort as a 100k contract in the end of the day with implementation, onboarding, account management and operation support. P0 issue is P0, you want to maintain the same level of service across all customers. When you are an early stage you will have variance in pricing but it has to converge in order to build predictability.

In this particular case, devops or iac or gitops was huge driver for hashicorp. It was synonymous But as market turned as cloud providers mature it is falling out of trend.