It’s not just having deep pockets, as they in fact don’t. It’s also a highly capable base platform that possesses wide payload versatility, flight planning capability, and the ability to stream real time high res video to multiple end users. Toss in a well trained sales team, a system training syllabus, a pre made comprehensive system manual, assistance in developing CoA filing documentation, and a long term service contract and that $30k looks pretty attractive by eliminating a whole lot of labor hours that would have to be paid for through civil government wages and benefits. Realistically, $30k is less than half what all that is worth.
It’s the difference between professional organization that researches what customers want and need to provide solutions and a casual hobby operation that’s always playing catch up.