It’s not like I’m deciding on customer’s IT policy

The amount of software that is limited free self-hosted but the next tier of "self hosted" is enterprise and thousands per year is ridiculous.
Absolutely ridiculous.

Like, you have self hosted. I like your software, I use it personally and that's why I'm using it for (and recommending it to) small businesses. They could afford your 10-100 per month for whatever extra features, but they don't want to rely on 3rd party hosting. They want to host it themselves.
But the only way to get those features is to go for some "cloud" bullshit they don't control, or to pay "enterprise" prices.

It's why I make part of what I make/charge a contribution to the products and projects I use and recommend.
I'll set all that up and tailor it to your company, but anything and everything I recommend/implement is standing on the shoulders of giants. So pay those giants.
Although I think I'm lucky with the people I work for, in that that are interested in the tech, but not the detail.