I worked for what is now a £10 million p/a turnover that didn't do this, so it really does depend on what you're selling. They sold a document/project manageme

I worked for what is now a £10 million p/a turnover that didn't do this, so it really does depend on what you're selling. They sold a document/project management system, extensible like salesforce that was generally used by the whole company. AFAIK, they targeted CEOs and IT heads, but they targeted SMEs and gave up on larger customers because they believed it simply wasn't worth the effort for those customers, they just got mucked around too much and closing sales took far too long.