The intentionally deep technical content of the site may be motivated by reasoning backward to your thought process:
Usually it's the technical guys, tasked with researching and finding a product that fits the requirements, who find the site and forward the link to their managers. The managers have no idea what any of it means, but "it looks like good stuff", so "contact them and find out more".
This has been my experience. Of course, that may be a reflection of the self-selecting group of prospects that the site does reach, so your observations are entirely valid!
The intentionally deep technical content of the site may be motivated by reasoning backward to your thought process:
Usually it's the technical guys, tasked with researching and finding a product that fits the requirements, who find the site and forward the link to their managers. The managers have no idea what any of it means, but "it looks like good stuff", so "contact them and find out more".
This has been my experience. Of course, that may be a reflection of the self-selecting group of prospects that the site does reach, so your observations are entirely valid!