Ask HN: How do you sell reality to existing business?

Quite frankly, I'd say more than 70% of the stuff customers want end in a product up being worthless and useless to their core business yet they DEMAND IT to the point it's eating up their business.

So, what's someone to do when they know more about their customer's business then their customers do?

Example: Selling your awesome open-ended music and video distribution platform to records and movie companies vs the stuff the they have been buying?