[ignoramous]

It all comes down to whether it's a product-led or sales-led company.

Product-led companies usually have plans for all usage sizes including custom plans for large enterprises.

Sales-led almost always don't want to be in business with the long-tail of the market. That sales call is their way of effectively filtering those customers out.

see also: https://blog.close.com/product-led-sales-led-marketing-led/