I think what you're describing is the difference between a technical buyer/recommender and an economic buyer. You're obviously a technical buyer, so for you, fe

I think what you're describing is the difference between a technical buyer/recommender and an economic buyer. You're obviously a technical buyer, so for you, features that solve your specific pain are important and you probably acted as gatekeeper to the whole process. But at some point in large purchases, there has to be an economic justification - and that is where the solutions/trust/relationships become more important.