I personally agree with all of this, but the article touches on the reason why some companies basically force talks to sales. If a product is targeting small an

I personally agree with all of this, but the article touches on the reason why some companies basically force talks to sales. If a product is targeting small and mid sized companies, then technical people who want what you listed are going to have a large effect on the outcome. When you’re targeting large enterprises though, getting in conversations with people to try and work on getting the whole enterprise to adopt your product becomes more important. I think those targeting enterprise customers are accepting losing mid sized sales to increase their odds at capturing massive enterprise contracts. As always, know your target and have a strategy to match.