Traditional model of solving the enterprise sales problem

Hire savvy politically aware sales people who are good at figuring out the politics of a target customer.

Convince the people who hold the power to make the decision.

Sell a large deal for a lot money.

The beauty of selling the solution at a high price point is that now the people that made the decision to buy it are now politically invested into describing the purchase as a big success regardless of the actual outcome.

This is why most of the fortune 500 are full of non-functional solutions.

Funny eh!

It’s a very well proven way to make money.