In most cases the deal isn't being lost there, you're being qualified out. The products that do this are going to be a lot closer to your $100k/year that you can't afford than your $5/month that you have to build a case for.
Qualifying out makes sense, but I don't think the companies are making the right decision. I was recently looking at a web UI that visualizes the output of your team's Bazel runs. No pricing information. That seems like a product that is going to be $X/developer/month, and when that's a lot of money, sure, invite them to a private Slack channel or whatever and charge an extra $30k/year. Otherwise, it's basically free money.
The outcome of the no pricing information is that three options were listed on the Bazel website, so I looked at the other ones instead. They did the hard part of getting me to the website, not to mention typing in code to implement their thing. Now I just want to type in a credit card and use their thing.
Not everything is an Oracle database for a Fortune 500 company. The long tail is long, and contains a lot of money.
In most cases the deal isn't being lost there, you're being qualified out. The products that do this are going to be a lot closer to your $100k/year that you can't afford than your $5/month that you have to build a case for.