public price or "talk to us" when my only business deal closed at $400 a month

Consider who reads a pricing page in a company. Frequently it is not the person who will use the tool, it is someone checking whether this needs a purchase order, a security review, or a manager's signature. That person needs a number to know which process to start. "Contact us" means they cannot categorise you, so you go in the pile of things to deal with later, and later never arrives.

At your size a visible number is a shortcut through their internal process. That is worth more than the negotiating leverage you think you are giving up.

Put the number up. You are not big enough for hidden pricing to read as confidence. On a site with two tiers under thirty dollars it reads as "we will decide what to charge you after we look at your logo".

Publish a number with the word "from" in front of it. "Teams, from $400/mo" and a short line about what is included. You keep the anchoring, you keep negotiating room upward, and you stop wasting calls on companies whose budget was never going to be four figures a year.

The "contact us" tier makes sense when the price genuinely varies by a lot for reasons the buyer understands, like seat counts in the hundreds or a deployment in their own infrastructure. One deal at $400 is not that. It is a tier you have sold once.

Disagreeing with the enthusiasm for publishing here, at least partly. One deal is not a tier, it is an anecdote, and publishing it freezes a number you invented under pressure on a call. I would leave the page as $12 and $29 with a plain line underneath saying larger teams and custom setups are possible, get in touch. Then sell three or four more of them by hand and find out what the number actually is.

Publishing early is how people end up with a $400 tier that should have been $900 and a year of quietly regretting it.

Whatever you decide about the number, write down what the $400 buyer actually bought, because it was not seats. From your description it was a shared workspace and a human being who picks up. Those are two concrete deliverables and both of them cost you something real, especially the second one.

Price the tier around the promise you are making, not the size of the company. If "someone answers within a business day" is part of it, say so, because that is the bit that makes $400 defensible next to $29 and it is also the bit that will eat your evenings if you never write it down.

Small practical thing: whatever you publish, make the gap between $29 and the team tier make sense in features, not just in price. A jump from $29 to $400 with only "shared workspace" between them looks arbitrary and invites haggling. Two or three concrete things in that tier and nobody argues.