At infrastructure scale, buyers don't just evaluate the hardware or the brand. They ask who answers when something fails, at night, in their time zone.
Everything genuinely built to last through unknown future conditions gets there via the opposite property; adaptability, serviceability, reconfigurability...
Deployment is putting a box on a real electrical pylon or roof in the real world. The box itself is subject to everything mother nature can throw at it.
Enterprise level sales carry fixed costs per deal; account managers, solution architects, pre-sales, a bid or proposal process built for seven-figure contracts
Having worked with the same partners in those sectors for over a decade, this is not an impractical concept. It works in the air, ground and below ground level
You're asking yourself; What has an understanding of company culture got to do with IoT projects? It takes from 6 months to a year to get "greenlit"...