[aaronharnly]

This is exactly true and it’s what every SaaS company counts on. They have four basic moves:

1. Sell you X seats, expecting that internal network effects will get you to 3X soon enough.

2. Sell you X seats, noting that as soon you reach 2X seats, you need to move to the Enterprise plan, under which largely the same feature set plus a couple of gated SCIM controls will cost twice as much.

3. Sell you X seats for their core product, then announce that features B and C are actually an additional SKU that requires additional per-seat subscriptions that double the cost.

4. Sell you X seats for their core product, then immediately announce that you’re on a “legacy plan”, but they’re happy to move you now to their updated offering, which is the same product but now structured to cost twice as much.