Something early-stage companies don't get is that enterprises are complex. Adding a service provider requires hooking up to a dozen systems that manage everything from time tracking to shipping logistics. For many, many problems in this space, there is no ideal, perfect solution. Instead, you make a series of weighted choices to come up with the least-worst solution. And that information, for a broad swath of software, can't be effectively communicated on a web site.

Given those types of sales are the ones that bring in six or seven figures of revenue, it is not surprising companies optimize for that. But that is just one of the places startups, solving focused problems, can find some blue ocean.

(But, yes, when you are in the small company, buying almost anything just sucks. You aren't big enough to even get attention, often times.)