Funny, I've recently (and repeatedly) had the exact opposite experience while negotiating SaaS contracts for my largely London-based startup.

Contact UK sales team? They don't believe we could even use their product because we're not a BigCo with thousands of employees. After weeks of back and forth calls, they ask us to pay $100k to get "certified" for API access, with further details on pricing available afterwards. Endless warnings about multiple customers purchasing the API product but lacking the technical ability to implement it.

Contact US sales team? Contract signed and account set up within 2 days, $3k a month. Same company, same product.