Enterprise sales typically involves some "champions" inside the customer's companies looking for solutions to problems they currently have. They do have the ne

Enterprise sales typically involves some "champions" inside the customer's companies looking for solutions to problems they currently have. They do have the need already and vaguely know what the needs/goals/benefits/challenges/costs are but not in crystal clear terms. They are looking for "experts" i.e. you to come in to spell those out and educate them. They are evaluating a bunch of companies and technologies. You have to make your sales pitch stand out of the pack to get the deal. Part of the sales process is to identify those internal "champions" and supply whatever materials/ideas/education to them to make their jobs convincing the others inside the organization easier. A good sales deck like the one in OP makes a huge difference. I remember going in with a sales guy to a big bank customer meeting once to pitch our pre-alpha product (yes, we were still building it). My God, his sales deck was amazing. I was convinced myself after listening to his presentation and wanted to buy our product. We got the multi-million deal at the end, admittedly with lots of help from engineering during the sales. :)