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Another interesting question: Who decides in the Enterprise that the given price makes sense? And how it is done...

You mentioned six-figures - it can be low, mid or high six.. So does anybody thinks about this there? :)

It depends who's asking, whose budget it hits, what the capex forecast looks like (if it's capex at all), whether the street is currently favorable toward opex (typically reported as "SG&A cost" or "administrative overhead") at the corporation, and how badly the company needs what you're selling. Internal politics weighs heavily, especially in prioritizing spend. Some things that are really important get ignored just because the stakeholder can't sell it to their exec sponsor. Some things that are complete wastes of money are bought because of the opposite. Sales is freaking hard and the only consistently successful way to work with large companies is to bend over backwards to get to know them as well as they know themselves... almost to the point that you're consulting for them.

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