[backwardation_b]

This may be relevant to a space with a large(r) amount of mature competitors, but I am not sure it exists in smaller (less mature) markets to the extent it impacts your ability to sell.

You need a considerable amount of internal political power to push away a new “competitor”, which generally requires time (maturity).

This is not to say it does not happen, but I think the markets where this is a key element of friction in selling possess enough capital to win-over entrenched “rent-seekers” if needed.

[verve_rat]

This is all true, but it misses one nuance, your "competitors" might not be other products/services. In an untried space they are at likely as not to be manual processes emailing spreadsheets around.

[doctor_eval]

Agree. I used to say that my biggest competitors were my own customers.