[SteveNuts]

I've found a lot more software startups and SaaS companies using this method lately.

When I actually am interested enough to talk to their salespeople (and they're straightforward enough with me) they've told me it helps them target whales more easily.

They can charge a lot more to a huge Enterprise and adjust lower for SMBs.

[philpem]

Of course the fun part of that is when the sales staff mistake a minnow for a whale.

Case in point, a large FTSE, NYSE, NASDAQ listed company with largely siloed internal departments, all with their own budgets. Your yearly budget might be $20,000 -- but they see the Inc. or Plc. with a turnover in the hundreds of millions and quote accordingly...

That situation makes for some fun sales calls.