Many of those are enterprise software for Luddite companies. The sales process is slow, long and painful. I founded a startup for a little enterprise niche and I now have a profound respect for salespeople. The tech is easy, but getting a meeting is insane.
This. I work for a larger company that resells our enterprise asset management software (among others). Recently we received a document from a potential client with the question, "Can you import our data into your system?". The format of said document? A PDF with scanned in diagrams of things.
