But the argument is true for any enterprise software, you cannot be small and sell to enterprise (or you must have amazing product market fit), that's where open-source comes in.
We have overlap with many existing products, but we are the only one to provide such product, with emphasis on DX and excellent performance and scalability, and to be open-source. We do currently have a few big enterprise customers and many enterprise open-source users. It's a lot easier to get approval since they get it for free and it's fully self-hostable and air-grappable. Once they have tried it on a few non-essential workflow and see the benefits, then they are more motivated to make a case internally. Wide net, some catches until it becomes ubiquitous.
I happen to be a really strong believer in open-source so it's not just an adoption strategy but I think it happens to be also fortunately the best strategy for such infra level software.