[rchaud]

Enterprise companies aren't using SEO to source leads. SEO is for quick wins, like signing people up for a trial account, or getting them into the sales funnel, such as with an an 'insdustry research' ebook offer that requires an email signup.

Enterprise companies are established entities that already have good name recognition. They can pay big money to salespeople with deep industry networks, because the deals they make are low-volume, high-value. Once the product is past the point where you have to acquire users at $15/month, it makes sense to upscale to 'enterprise' plans that charge a lot more for things like uptime guarantees and issue escalation.