Selling into the enterprise is about doing your research on who the key people are, who has the purse strings, what the drivers for that company are, and what y

Selling into the enterprise is about doing your research on who the key people are, who has the purse strings, what the drivers for that company are, and what your competitors are doing with pricing, bundling, and their pitches. Very little of this involves talking to code monkeys, unless there's a technical person who is already well-regarded enough that general managers, C*O, and the like, listen to their opinions. The engineers in the company are usually sufficiently contemptuous of "politics" and "people pleasing" and "bean counters" and "marketing" that they aren't part of those discussions, because they've already made it clear that they hold the people making the calls in contempt. Oracle sales people are more than happy to fill the gap.