At a fundamental level, selling, or buying, expensive enterprise software is hard. Primarily its hard because a large sum of money will leave a buyer (they're

At a fundamental level, selling, or buying, expensive enterprise software is hard. Primarily its hard because a large sum of money will leave a buyer (they're sad to see it go) and there's uncertainty if the software purchased will achieve the goals they are seeking. (Incidentally this is true regardless of the definition of "large".) It's hard for the seller because the software is expensive. So customers are always inclined to do nothing, or buy something cheaper. Buyers have procurement processes to try and hedge the risk. Some "standard terms and conditions" seem crazy to me (as a seller). Sellers are wary of buyers with unrealistic expectations, and buyers who aren't clear regarding their needs and goals. The deal is seldom just "software off the shelf". There's usually a commissioning phase, services, support etc. Proper sales staff, and proper buying staff, learn to spot red flags, ideally before too much time is sunk. Yes, there are bad sales staff, bad customers, just like there are bad everything else. But good ones are a pleasure yo work with, and add huge value, regardless of whether you are the buyer or seller.