Pricing isn't actually something that's as easy to change as you'd believe either. It has huge implications on your actual product, your target market and sales strategy - as the OP points out.
Imagine you were suddenly told you had to charge 10x more for your product. You might initially think it would kill you but think about what that would change. Would it necessarily be a bad thing?
If you're anything like me, it's easy to assume everyone lives in a world where $10 for Spotify is a pretty big deal. My friends moan about that price for unlimited music. $200 a month seems huge to me for anything I'd buy. It's only recently I've fully started to appreciate just how much money enterprise clients willing drop on "simple" products that meet their needs.
I really think there is a lack of good advice on pricing and how alternative pricing strategies could be used to open up new markets for SaaS type businesses. Sure, you may need a slightly "less scalable" sales strategy but with increasing competition in the web-app marketplace, moving to a different customer base with more cash may well be worth a few sales phone calls.