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I'm sure this happens in all industries and sectors..

The takeaway I feel here is that if you are considering working at an enterprise-focused company (or especially startup), try to get a feeling for how well connected the leadership is, because that will make or break a lot of deals.

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Not all industries and sectors although it's more common than not. I've done a bit in most industries.

The most successful companies I've worked for have no contacts and sell directly. The most politics-filled and most likely to fail enterprise products have always been sold via the "old boys networks".

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