Almost every SMB I interact with sounds like this company. Was it founded more than 10 years ago? Probably holding the ship together with spreadsheets and email.

Yep, and there are so many of these examples, as you said - most SMBs. But I know also more recent companies having it similarly.

On the other hand - we did recently pitche some brand new RAG for TBs of complex schematics for a company in the Netherlands, and guess what - they didn't like the enterprise rates that the middleman offered, not because they did not like the demo (which they loved absolutely), and not because it was late or incomplete (it took less than a month). Had I approached this company directly, with normal rates, I would be deploying it in production already. It's very telling, and not good news for large SAAS vendors.