GitLab B.V. CEO here, our business model is to charge the largest organizations that run GitLab on their servers. Our SaaS GitLab.com is free to use for almost all (there is a plan if you want personal support). More than 100,000 organizations use the open source version for free. But our paid offering that offers features that are most useful for organizations with more than 100 people is where we generate revenues. Don't underestimate the needs of larger organizations to run software on their own servers.