It is exactly this. Try competing with a company like Google or Microsoft for a giant contact with a Fortune 500 company, where the person making the decision doesn't have to use the products and their primary concern is the cost of training and migration.
"Your employees will be happier" is not on anyone's radar.
"Does it work with our company's authentication system from 2003?"
"Does it support playing ogg vorbis files embedded in spreadsheet cells?"
"The director of sales won't consider it for their department unless you add this particular feature that they are used to from product X, even though they don't actually do any selling anymore and it makes no sense in our own product and will require special-case handling for all maintenance in perpetuity. They have a hunch that it's valuable."
"Your employees will be happier" is not on anyone's radar.
"Does it work with our company's authentication system from 2003?"
"Does it support playing ogg vorbis files embedded in spreadsheet cells?"
"The director of sales won't consider it for their department unless you add this particular feature that they are used to from product X, even though they don't actually do any selling anymore and it makes no sense in our own product and will require special-case handling for all maintenance in perpetuity. They have a hunch that it's valuable."