If you have money and resources, sure perhaps the sales cycle in Enterprise is dead. The part I think is missing from this article is that rarely are systems th

If you have money and resources, sure perhaps the sales cycle in Enterprise is dead. The part I think is missing from this article is that rarely are systems this simple. Most Enterprise level systems require some sort of "integration" where there are several moving parts. A good salesmen is able to pitch why your product, or company can perform this. Perhaps Atlassian has enough momentum now to not need a salesforce, but what about smaller companies that are trying to get customers? How do you convince them to buy a product that is still in development? Your article speaks to features specifically-- I've seen first hand a good sales person can portray a positive story that makes users gloss over missing "must-haves" and trust your team can deliver these as part of a project.