wish it was that easy
I agree with your assessment and I feel your pain - "charge an additional fee for something which makes their product work properly". But the competitive situation is that generally purchasers drive the price down, and cause upsell opportunities. Also - in some cases (not sure about EMC) these products might be 3rd party tools that were picked up along the way and used to be separate software sales. Or they are services that in theory you could do yourself, or you could pay a specialist to take care of in less time (at a cost.)
I'm not trying to defend the vendors, but from being on a vendor's side customers will drag out that tired old saw for every single thing the vendor might have. And within the vendor's business some things have offsets (self-installing hardware = less need for professional services.) Also, if you make the equipment run by itself, then you'll need fewer people to operate it (and then your customer's people will get nervous as they smell possible layoffs coming.)
Maybe the way to grasp what the customers are saying is that their overall solution cost is high, so maybe there is another creative way to reduce their total overall cost?