Most decision makers targeted by software providers be it CIOs or business heads are interested in outcomes and project success and not the technical details.

Most decision makers targeted by software providers be it CIOs or business heads are interested in outcomes and project success and not the technical details. These are taken for granted and will be fleshed out in the POCs or demos to the various technical teams by the vendor's technical marketing and solution teams. The business heads or CIO evaluate the solution proposed and are usually risk averse. An expensive purchase or botched project will look extremely bad for them which makes relationships important, in that the vendors delivers what is promised even if it takes more resources on their end. And these relationships can last long, leading to buying preferences, even if the technical solution is not completely there. Sales always under intense monthly to quarterly pressure will always over promise and solution and services teams will always resist that, as it usually mean more free work for their BUs but this is long running conflict in most enterprise software companies.