Generally speaking, when I see hard-to-explain sales behaviours from enterprise vendors my experience is that:
1/ The sales incentives are leading to sales teams optimising their incentives in ways that seem bad for the organisation over all, and/or
2/ The contract has nasty fishhooks that will make all that money back, and more, in year two or three (classic example from my experience with a different vendor: selling servers at $50k, discounted from $250k, but then assessing maintenance on the original price, leading to a $50k/year opex).
1/ The sales incentives are leading to sales teams optimising their incentives in ways that seem bad for the organisation over all, and/or
2/ The contract has nasty fishhooks that will make all that money back, and more, in year two or three (classic example from my experience with a different vendor: selling servers at $50k, discounted from $250k, but then assessing maintenance on the original price, leading to a $50k/year opex).