The long game here seems to be that if you can get new customers to deploy ChromeOS Flex on existing hardware and use cloud based solutions for their software,

The long game here seems to be that if you can get new customers to deploy ChromeOS Flex on existing hardware and use cloud based solutions for their software, then when the customers go to refresh the hardware or renew their cloud software contracts they're more likely to choose Chromebooks and Google's cloud software offerings. If you can test out moving to ChromeOS on hardware you already have, it'll make it clear if you can switch to a Chromebook when hardware refresh time comes. That could likely gain them some market share as then the risk of moving to Chromebooks would be very small.