Interesting, this is also my experience. I would add that in addition to marketing teams what also worked for us is selling directly to innovation/digital teams

Interesting, this is also my experience. I would add that in addition to marketing teams what also worked for us is selling directly to innovation/digital teams, or even core business ones, because like you said young folks are used to buy SaaS online. The key is bypassing IT, because as soon as it goes through them you are in for that big sale process greatly described by the GP post.