[Link] Gartner Blog Network
Big sales deals require aligning all the different people at the buyer. With IT stuff, there’s always conflicting priorities and desires across different groups. When they don’t align, it drives 6+ months of delay to the sale. Worse, post-sale you’ll have trouble showing value (leading to renewal, buying again, expansion) as those teams battle it out when it comes to using your stuff.
Original source: Gartner Blog Network