In any case it was clear it's not for small shops like us.
That said, air-gapped is a hefty requirement, so perhaps those customers are predominantly large?
$51k for the smallest license they offer.
I still run an old version on an air gapped network and will continue to do so until we're forced to change for some reason. It's not a hefty requirement; we run it for a team of < 10 developers on a small VM and it just works.
There are lots of very small classified networks out there with only a few dozen users.
There are a lot more user communities course that aren’t necessarily airgapped, but where they have special compliance requirements that pretty much mandate self hosting (or at least bring-your-own cloud.)
We do the similar with our B2B product (in an entirely different niche). We have everything from single-person companies up to very large ones. Similarly we set price based on use-case and requirements.