I can’t agree more. I have delivered several solutions to local enterprises, with questionable UX, no SSO, p2p integrations. We made changes while implementing, after we signed contract. The only thing you should care is to solve their burning problem and find the person, who has that problem. The rest is easy, not necessarily fast though. It took one year to sign contract.
Can't emphasize the "Burning Problem" part of it more! If it is not a burning problem, it's not a problem worth solving. If your solution is something that is slightly or significantly better than the stuff on the market, but their existing solution is something that still works for them, however complex, they will not buy your product.
Perhaps it is also worth rephrasing it as "a burning problem for the buyer", which might most likely be a stupid unscrupulous solution that doesn't make sense like those sensors they have in hotels to detect employee whereabouts. Stupid and completely useless, but still "a burning problem" for hotel managers.
