I've recently dealt with multiple companies who started using IBM Aspera (which as a vendor to them means we have to use it too) only for it to work miserably. I've also seen a couple tiny, perfectly functional MySQL databases replaced by expensive, slower Oracle databases with much higher maintenance costs.
I think once a customer with a big enough budget is recognized by sales at one of these big organizations they make the sale happen. They talk to the higher-ups and either make them happy, or feed them a lot of FUD (or both), and then they're in, regardless of what the people working with the products (many of whom might be external vendors or consultants!) think.
They're basically focused on more traditional sales & marketing instead of more grassroots sales & marketing (mindshare), but at least in my experience they definitely still get new customers.
I think once a customer with a big enough budget is recognized by sales at one of these big organizations they make the sale happen. They talk to the higher-ups and either make them happy, or feed them a lot of FUD (or both), and then they're in, regardless of what the people working with the products (many of whom might be external vendors or consultants!) think.
They're basically focused on more traditional sales & marketing instead of more grassroots sales & marketing (mindshare), but at least in my experience they definitely still get new customers.