Scrutiny that reaches the supplier
A strong product reaches the late stages of an enterprise sale into a regulated institution, often the company's first, and then stalls in security due diligence, third-party risk assessment and operational review, on questions that are rarely about what the core product does. It is a pattern that repeats. The questions are whether it is capable of operating inside the enterprise in compliance with a range of internal standards, who can make changes to it, how its data is managed, what happens when it fails, and what evidence can be produced when an assessor asks for it.
The enterprise is not being difficult. The people accountable for risk are accountable for what its suppliers do, and the same regulations and frameworks that already govern the enterprise make its oversight of delegated and outsourced arrangements examinable, so the scrutiny it faces carries into every product it depends on.