> Pursuing such an approach is highly revealing because if the technology actually worked, that approach would not be necessary.
This is, sadly, untrue. Enterprise reps do this because on the whole, it doesn't matter if you have the best technology - if the other guy is successful at the CxO level, the customer will go their way.
This is, sadly, untrue. Enterprise reps do this because on the whole, it doesn't matter if you have the best technology - if the other guy is successful at the CxO level, the customer will go their way.