It certainly was an investment for us to meet the security and enterprise-readiness criteria for our enterprise users. As an n of 1, we don't tend to do on-prem, and even much of the most skeptical companies will find a way to use cloud if they want your product enough.

I think most large companies have similar expectations around security requirements, so once those are resolved most IT teams are on your side. We occasionally do some specific things like allowing our product to be run in a VPC on the customer cloud, but I imagine this is just what most enterprise-facing companies do.