Well, for many of these types of businesses, they start off free and build up their gated walls with integrations and all sorts of convinces. People use the tools for free and they become part of their personal and professional workflows. Then comes the paid product and by that point you’re so invested in it that it could become a difficult decision - especially if your entire organization is already on it and using it / expensing it.

Reminds me of how deeply engrained the Adobe suite is in the education space. They can charge anything they want and the schools will continue paying.