Not necessarily, it's entirely possible for a company to severely damage itself by creating too much friction in the sales process. This is the sort of thing t

Not necessarily, it's entirely possible for a company to severely damage itself by creating too much friction in the sales process. This is the sort of thing that helped kill Sun, although the circumstances were sufficiently different it wouldn't play out in the same way: https://news.ycombinator.com/item?id=11601146 https://news.ycombinator.com/item?id=11601146 (especially when much of the competition is entirely free, e.g. AWS doesn't run on Windows). Same thing with Xerox not all that long ago, they had a near death experience because the salesmen got so much pointless process larded into what they had to do to do their jobs. Note also one of the newer HP CEOs who upon getting his job said that one of his top priorities was streamlining the sales process.