Unfortunately that’s typical in enterprises. Procurement staffers are typically not technologists, rather they are contract wranglers, responsible for setting t

Unfortunately that’s typical in enterprises. Procurement staffers are typically not technologists, rather they are contract wranglers, responsible for setting terms with vendors that have longevity, references, willing to negotiate, approved by security, are provably better than at least two comparable competitors, etc. If you want to sell to enterprises you have to bend the knee to their procurement team.