Standard terms vs customer's MSA

We sell a SaaS platform that can benefit organizations of all sizes. Because of this our deal sizes can be well below or above $100k ARR. A challenge I'm running into is when a deal is below $100K ARR our policy is to use our standard T's and C's. However, many times the customer has a requirement to use their MSA no matter the scope (deal size). Often times this leads to a stalemate. Wondering if this is typical or if my company needs to be more flexible with our MSA requirements? Can anyone confirm this "hard MSA requirement" some customers say they have, or could it be BS and their procurement doesn't want to jump through additional hoops? Beyond frustrated with this and looking to hear of others can relate.