Some customers want the full enterprise wrap on a product whose list price is small: an NDA, a DPA, a signed SLA, a security review, custom liability terms. An organization consolidating mailboxes after a merger or acquisition might need email forwarding with all of that paperwork in place, even though the self-service price is only about $500 a year.
The onboarding, the legal cycle, and the ongoing responsibility cost the same whether the underlying subscription is $500 or $8,000. So enterprise engagements start at $3,000 per year.
Below that number, the self-serve product at its published price is the right fit, and it is a genuinely good product. We will always tell you which side of the line you are on before anything gets signed.