More to your point, I'm recently finding out that this whole "democratization" of software, specially in B2B SaaS, where if everyone at the bottom started using it then the company has to buy, doesn't actually work that well beyond startups and SMEs.
I think Sales inherently understand, more than product at least, that there are different stakeholders to decisions in a big company, and they aren't necessarily users and their decisions can affect entire departments. If you are selling complex software, there are more people involved to the decision from different backgrounds and some of them won't even see your product.
As I’m responsible for sales and partnerships at a product-led company, I’d say you are 100% right. I can relate with each point of your breakdown 😄
More to your point, I'm recently finding out that this whole "democratization" of software, specially in B2B SaaS, where if everyone at the bottom started using it then the company has to buy, doesn't actually work that well beyond startups and SMEs.
I think Sales inherently understand, more than product at least, that there are different stakeholders to decisions in a big company, and they aren't necessarily users and their decisions can affect entire departments. If you are selling complex software, there are more people involved to the decision from different backgrounds and some of them won't even see your product.
I absolutely enjoyed this! Thanks for the breakdown.