Storage (and other kinds of infra startups) all face these problems. They are solved via a number of factors:
1. Huge amounts of upfront VC investment to allow time to actually build out an enterprise ready product.
2. Leadership heavyweights with experience in the industry, both on the business relationship side and equally importantly on the technical side.
These two factors allow people like Andy Bechtolsheim and John Colgrove to build these sorts of companies and sell directly into enterprise from the get go.
This makes sense because startups have no money to spend on these things anyway, enterprises are used to accepting some free/cheap hardware to "test things out". In fact when I used to run an IaaS company we would frequently get a free box or two when AMD or Intel launched a new CPU architecture, they would push marketing spend through Dell or HP to allow us to have one to play with.
These aren't the companies I was talking about though. I was talking about chasing shiny things that are half-baked. You can't sell a half-baked storage product to anyone so it's not really a concern.