I think this also has a lot to do with HOW your product is bought.

May products are discovered. They're cool, they're novel, let's try. Those commonly end up in this situation where users like the thing but never buy it.

But the closer your product category is to being infrastructure, the less this happens.

In the space I'm in (billing/metering) but also many others, you don't stumble upon a product, think "that's cool" and hot-swap an important part of your architecture. You convene a buying committee and compare vedors.

Of course this advantage (everyone you speak with has higher buying intent) is counteracted by the fact that these types of products aren't "sexy" in the sense that they'll go viral with a snazzy animation.