My Losing Battle with Enterprise Sales

This is a general risk at any company with sales teams, but you have an even more pernicious variant with enterprise sales teams: Being confused on who your customer is. This brings us to the other problem in this separation between user and buyer: Enterprise sales is a team sale, not selling to one user. At a big company, you can begin to navigate this kind of cognitive dissonance — listen to your sales team, but don’t build the products they demand.

Source: lukekanies.com