> Almost all enterprises have pre-committed budgets for cloud which means unless your product is FOSS it's going to be hard to convince someone to bet their business on it.

This isn't a death knell.

1. If you get into the marketplace, enterprises can spend their commit against you.

2. A few million in ARR is ~nothing to a hyperscale cloud, but meaningful to most startups. If you find the right positioning, you can get their sales team selling your solution on many deals.