This reminds me of steve blank article, where the salesforce burned his well-written datasheet about a product because it's cause too many folks to "get to no"

This reminds me of steve blank article, where the salesforce burned his well-written datasheet about a product because it's cause too many folks to "get to no" quickly: http://steveblank.com/2011/08/05/bonfire-of-the-vanities/ http://steveblank.com/2011/08/05/bonfire-of-the-vanities/ I work in the semiconductor industry which is rife with webinars, field sales/apps engineers, etc. I hate it, but in some ways it's a wacky industry where you have a garden variety of customers ranging from grad students wanting free samples for a science project, to Apple/Dell wanting to cut your margins to nothing while lying that their volumes will be huge when they're also just testing out a science project. You end up with a problem where you don't know how much effort your apps engineers will have to spend working with a customer and whether their time was worth working with them. So you end up with negotiators called sales people/field engineers. In theory it works unless those negotiators are bent on extracting as many commissions as possible, and/or don't walk into the right markets.