I've made enterprise-size proposals while working as a consultant for a large service providers, but I've also made proposals with my own tiny SaaS for public companies.
Whenever I'm in the second situation, I partner up with a large service provider that I really trust, and they cover most of the typical (non-functional) enterprise requirements, and also handle things like integration etc (my SaaS uses simple webhooks & restful APIs, and they create & maintain an intermediate anti-corruption layer etc).
I realize I'm giving away a piece of the cake, but for me it's the most efficient way to get access to these enterprise level customers while avoiding most of the hassle...
This might also be highly dependent on the type of system you're offering. I offer a system of engagement, but I can imagine a system of record or a system of report require another approach.
Oh, and for the price: I prefer a fixed yearly license price with different modules as add-ons, and use the same price for both enterprise and SMB clients, as long as the usage is within reason. Per location also works...
The major difference is that I multiply my implementation effort by 3 for the enterprise clients.
(Which is quite realistic in my experience.)
Whenever I'm in the second situation, I partner up with a large service provider that I really trust, and they cover most of the typical (non-functional) enterprise requirements, and also handle things like integration etc (my SaaS uses simple webhooks & restful APIs, and they create & maintain an intermediate anti-corruption layer etc).
I realize I'm giving away a piece of the cake, but for me it's the most efficient way to get access to these enterprise level customers while avoiding most of the hassle...
This might also be highly dependent on the type of system you're offering. I offer a system of engagement, but I can imagine a system of record or a system of report require another approach.