That's what enterprise users care about. The users aren't necessarily the decision makers. I've worked on a large enterprise product for almost a decade. Sales took off big time when we restyled and started caring about usability. Now, there were many factors involved there, but having nicer sales demos surely helps.
But, it's true that feature checklists matter more than in the consumer space. This is why startups don't stand much of a chance. Without a mature product you can't even get considered, at any price.