Not the OP, but also selling B2B software. You can hold a user accountable that they'll actually use the software purchased. The company is spending a lot of money on it, finds value in it, and wants to ensure it's being used and implemented correctly.

B2B software with figures like the OP means you're building a professional relationship with a customer (as opposed to a transactional one), and can push back when they're complaining about something, for example.

> "Your software isn't giving us the numbers you said it would!"

> "It will, if you use it as you were instructed, we're happy to review that with you again, but you have to have the internal SOP that you'll use it in the way it was intended if you want the numbers it can provide."