Startups definitely go either way. If you're trying to get under the departmental budget line and then up-sell, then you might be what I call a "New Enterprise" startup. If that's the case, don't worry about the initial revenue -- you'll get more.
I wrote a blog post on how to figure out whether your startup is New Enterprise or Old Enterprise: http://brandonb.cc/is-your-b2b-startup-new-enterprise-or-old...
I think once you answer that core question, the pricing and sales model fall into place more easily.