This is entirely unsurprising if you've spent time around enterprise software. I once worked in a very large, global (non-IT) company that was interested in sof

This is entirely unsurprising if you've spent time around enterprise software. I once worked in a very large, global (non-IT) company that was interested in software made by a very well-known, large, global IT company. We wanted to see a demo of their product. They pushed back saying "we don't need to do a demo, we're XYZ company you know we can do it. A demo isn't worth our time. If you want a demo, we will have to charge you $XX,000 of professional services". My employer at the time paid it.