[listenallyall]

> You’re competing on...

Purchase decisions for products like these are almost always at the C-level. Very rarely do they actually understand the details of each product's feature set, especially the deepest 20%. You're competing on your ability to convince that decision maker to commit to a new product, as opposed to "nobody ever get fired for buying IBM (Salesforce in this case)" syndrome.

[kube-system]

It's the same thing, by proxy. They may not know the details of that 20%, but they can be comfortable knowing it is capable of accomplishing it because of its use at other orgs.