The author sounds like they were confused as to who the customer is for Enterprise Sales. It's always the person / team who is paying for, not the person / team who is using your product or service. The companies that do well selling into political environments, which most large companies are, get an Executive on board who can navigate the environment / clear a path. So that Executive and whoever they tell you matters, who will probably never use your product, is the customer and who you work to keep happy. Sure, it helps if the product works and is good but sadly this isn't always a requirement. It's a very different and dysfunctional world compared to selling to small / mid-size companies where the customer often is the user where things are a bit more sane.