They're in this the same reason Google is... ad revenue. Money on licenses may be to help keep OEM skin in the game.
Related, but not quite the same, is something I learned at my first startup. Don't do enterprise pilots for free. Without some skin in the game the enterprise is a lot less likely to assist in making the pilot work. When there's even a small fee, they seem to be a lot more willing to view it as something they also need to make work.
Comments
They're in this the same reason Google is... ad revenue. Money on licenses may be to help keep OEM skin in the game.
Related, but not quite the same, is something I learned at my first startup. Don't do enterprise pilots for free. Without some skin in the game the enterprise is a lot less likely to assist in making the pilot work. When there's even a small fee, they seem to be a lot more willing to view it as something they also need to make work.