That's the same with all enterprise software sales. However the counter argument is that there are multiple layers of "end user" and the executives who purchase it, but don't "use" it, are still recipients of the the output from the system. They will read the reports, and use it for insight.
Point is though, you are right, the majority of users of these systems are very removed from the purchasing decisions. And therefor the UX for them is very often subpar.
Everybody but upper management uses ERP systems to literally keep the lights on. And some of those reports are to be published quarterly, you know, balance sheets and such...
Point is though, you are right, the majority of users of these systems are very removed from the purchasing decisions. And therefor the UX for them is very often subpar.