They made the process of paying for the software a laborious pain in the ass. They are desperately trying to extract money from those who can pay, which sadly drives away those who can pay but don't want an involved process.

I have worked at lots of companies where I had a monthly budget of 10k+ that I could spend on whatever I wanted, but if I wanted any sort of complex deal (can't just put on CC with a line item) -- had to bring in legal and other groups -- instantly killed any interest.

"Licensing is based on the data needed (e.g. all of it vs subset), how it is used (e.g. internal only, external, product integration), etc."

What a goddamn horror show. I simply want a product, I want to pay for it, and I want to use it. Turning on Dropbox for Business was a decision made in about 5 minutes... "You all like it, already using it, awesome! I will get team setup." -- 5 minute later I had given Dropbox $3800.

I really think they are getting in their own way for no benefit. They have created a very high barrier to EVEN HAVING A DISCUSSION about buying the product. So, if I don't know exactly how will use it -- I can't purchase it. Stupidity.