The enterprise wants the deal to be successful and your business sustainable.
They probably also want it to grow with locked-in pricing for deal term for that - predictable, safe, etc.
They'll need a lot of integration & ongoing support, comfort of 24/7, and that you have enough profit that it's good, not destructive. Imagine how many people hours / week they'd expect - maybe even 1-2 employees worth.
I can imagine say 150k base pricing and then 2-4x / user your normal SMB pricing for some base tier of user count. As they do higher user counts, price per user goes down for new accounts.
Also, you can charge an extra 10-20% for platinum support, and variable number of additional professional services hours. They may even want to pay for a dedicated person at some % time (half, 2x, ...). You don't want that to be you though.
They probably also want it to grow with locked-in pricing for deal term for that - predictable, safe, etc.
They'll need a lot of integration & ongoing support, comfort of 24/7, and that you have enough profit that it's good, not destructive. Imagine how many people hours / week they'd expect - maybe even 1-2 employees worth.
I can imagine say 150k base pricing and then 2-4x / user your normal SMB pricing for some base tier of user count. As they do higher user counts, price per user goes down for new accounts.
Also, you can charge an extra 10-20% for platinum support, and variable number of additional professional services hours. They may even want to pay for a dedicated person at some % time (half, 2x, ...). You don't want that to be you though.