From The Other Side
(Not that I'm on the other side, but...)
I build a storage product that's software-based, easy to use and has some features which will save you significant money over a time period of a few years, with ongoing savings.
You want it to have every feature that your existing product has, regardless if you use it or not. You expect me to have a
You love the idea of it being software-based, but want a certified hardware setup on which to run it. More specifically, you want me to certify it on your own particular hardware, at my own cost, to prove that it works. You expect me to keep up to date with the changes that you make to your own hardware to retain certified. You won't listen when I tell you that purchasing desktop-grade drives and expecting them to run 24x7 with good performance and low levels of failure is unrealistic because I "should stick to the software".
Given that I have certified the hardware, any problem which occurs on it is now my responsibility to find and fix even if it comes down to issues with the hardware configuration, build or implementation. And that is before you put your own customised version of an operating system on it and expect my software to run on it without issues. Or change your hardware spec without telling me, or put my software on an underpowered server "because it was all we had available", or...
So now I am a software company with lots of hardware to support your business, multiple versions of hardware, operating system versions and software to test every time I make a change, staff that are knowledgeable in hardware as well as software just so that they can find your hardware issues when they occur, and a lot of overheads.
You want 24x7 "enterprise-grade support", even though in my company the people who build the product are second line support and not only understand the software but know that fixing the issues are required for the company to survive. With your existing solution unless you have spent over $100MM you don't get anything other than people who follow "support process flowcharts" and are bombarded with customer satisfaction surveys after every call, and you passionately hate the support service they provide.
And because it's "just software", you don't expect to pay any significant amount of money for my product and forget the time and money that was spent building the software in the first place, the fact that in addition to the engineers I need to provide support staff, offices, labs, salespeople, and all the rest. Figures that never made it in to your BOM calculation, that's for sure.
Thinking of which, what the hell were you doing building your own BOM model in the first place? Why do you care so much about the nuts and bolts of the solution rather than the final cost to you and what it can give you? Why are you so upset that we might both be able to benefit from the solution that I am presenting?
And at the end of it all it turns out that you don't want to be disruptive. You just want to be cheaper. But you're too concerned about the unknowns that you go back to your existing big vendor, get a couple of points off their current price, and carry on as you did before.