I share this story with founders of enterprise software companies, it's one of my favorite sales experiences and I think highlights some of the important non-technical aspects of sales: I had just concluded a sales meeting with Very Large Company. This company had just publicly announced a huge commitment to Microsoft Azure. The year is 2015 or so, and Azure is still very much an up-and-comer, so as the meeting concludes I ask the executive that was present "I'm curious, why Azure?" (As someone selling cloud agnostic tooling, I don't care one way or the other, but I was curious) He says he'll show me on the way to the elevators. I consider that an odd answer to my question but go along with it. As we near the turn to the elevators, we reach a hallway "intersection", and he points the opposite direction and says: "you see this hallway?" It was a standard corporate office hallway with small private offices flanking both sides as far as the building went. He continues, "Every single person in this hallway is a Microsoft paid employee." And that's why they chose Azure. Because when something goes wrong, they don't have to submit a ticket or even call a phone number. They can literally knock on someone's door and get official, high tier support. That's how Microsoft closed the 9 or 10 figure deal (multi-year, can't remember exact) to get this large company to go 100% into their cloud. There's a lot of points to this story, but I think fundamentally the important thing is understanding the level of non-technical factors that lead to large enterprise deals.