That was the brilliant part of their go-to market strategy. Rather than negotiating with enterprise executives, they let each team start its own microinstance and try it independently. It's much easier to get a 20 person team to try it than a 10Ks of people organization; but word-of-mouth and a quality product can get enough 20 person teams in a 10Ks organization to switch that eventually the whole enterprise signs up.
(Although AIM itself started as kind of a unwanted skunkworks project, when there was an off the shelf solution available, people weren't that driven to build their own)