This may be relevant to a space with a large(r) amount of mature competitors, but I am not sure it exists in smaller (less mature) markets to the extent it impa

This may be relevant to a space with a large(r) amount of mature competitors, but I am not sure it exists in smaller (less mature) markets to the extent it impacts your ability to sell. You need a considerable amount of internal political power to push away a new “competitor”, which generally requires time (maturity). This is not to say it does not happen, but I think the markets where this is a key element of friction in selling possess enough capital to win-over entrenched “rent-seekers” if needed.