[WestCoastJustin]

Yes, totally. This is common practice. A tip though. If you are attempting to connect directly with end users many folks are turned off by a "Contact Sales" only option. You should have something that is totally self serve, like try for $50/month for a single instance, but if you need more seats please "Contact Sales". This gets people in the door. Almost every large company that does any type of enterprise sales will use this model of "Contact Sales" and gets a steep discount off some list price posted publicly.

[maxxxxx]

That's probably the way to go. Once you hit five or six figures usually the lawyers will get involved anyway so they can then deal with all the haggling. But something up to high four figures I just want to be able to order it and be done without waiting for months.

[speedplane]

> Once you hit five or six figures usually the lawyers will get involved anyway so they can then deal with all the haggling.

This is a common misconception. The lawyer haggling usually has to do with non-monetary contract terms. Price is usually left to the business folks.

[x0x0]

Pick something socially acceptable to gate enterprise. Like pick okta / logging / compliance features that only enterprise will want.

An example (I know multiple companies using this to great effect): allow self-service signups. Starting at $60k/year, the enterprise account includes monitoring of what all users @company.com are getting up to.

[jbillington]

Charging more for Okta and similar enterprise features works because Enterprises put a high value on them. Understand what your customers value and the pricing model will be a lot easier to develop.