Dev side of the business myself, so just perception of the mechanics why self-service may be unattractive for the sales team: From a sales perspective you woul

Dev side of the business myself, so just perception of the mechanics why self-service may be unattractive for the sales team: From a sales perspective you would typically optimize for fewer false-negatives (people not buying even though the solution would be valuable for them) at the expense of more false-positives (you wasting time trying to convince people who have no value and therefore don't buy in the end). Self-demos lead to people self-selecting themselves out without sales being able to influence this (explain the lead maybe just misunderstood a feature in the self-demo etc). Besides typical sales bonus structures reward converted leads which the sales person did convert, not avoided churn after self-signup which customer success gets credit for.