Often once it's established that X costs Y, it's very easy to just keep writing the check especially when it's probably not a huge expense relative to revenue a

Often once it's established that X costs Y, it's very easy to just keep writing the check especially when it's probably not a huge expense relative to revenue and the risk of getting in trouble if the change goes wrong. In this specific case, I worked with one of the large manufacturers (hi Khronos) and this is their customer: clocking-in is not your business, your business is selling something or running a hospital or whatever and clocking-in is a problem you that want to solve by writing a check. Not by hiring staff to set up or replace broken units (you generally pay a vendor for this) or adding any other overhead to your operation besides a check, and this is a service Khronos would love to charge you for. Also on a human level, Khronos and orgs like them tend to have a good sales staff that are talented at knocking on the door. Lower-margin sellers can't afford to compete with the (expensive) talents of a good salesperson. Cisco is the gold standard of this behavior, there are almost always cheaper options that will work as well, but as they say, nobody got fired for buying IBM/Cisco and their sales reps skillfully deploy steak dinners and golf trips to IT execs with great success.