I am sorry, I am not following. Could you elaborate pls? How come an enterprise company be willing to close any deals without even using or seeing the product?

I am sorry, I am not following. Could you elaborate pls? How come an enterprise company be willing to close any deals without even using or seeing the product? Anyone can say anything on a bunch of slides. That doesn't mean any company will be willing to sign a contract with them without even demoing a basic MVP? Any example you can share of enterprise companies that were started with just a slide deck and got a pilot with an enterprise? I am not talking of slide deck to get VC funding, but a company willing to use your product which hasn't even demoed yet and is giving you a deal