Personal anecdote: I recently looked at the Gitlab pricing / model, in particular for on-premise hosting, as we came across Gitlab booth at a show. I wasn't very happy with our solution so an alternative would have been really welcome. I was so confused by the many redirects and feature lists on the page that we decided to ask a representative there to explain it to us instead. If I remember correctly the outcome was that if we host it ourselves we pay 100$/person/month.
What surprised me was how surprised the representative was that there is absolutely no way I would be able to convince the CFO to go from 0 to 100$/person a month for a bit of convenience. Apparently, quote: There are many who are happy to pay that. - WHO AND WHY?