The UK government is trying hard to remedy a lot of the issues raised here for software development. GCloud (catalog of SaaS services - once you are an approved supplier theoretically your "ally" patio11 suggests merely has to click and purchase is real. A similar setup for software development is underway right now.

What I am saying is, the essential problem of sales to enterprise is still making something someone wants, and finding that someone and persuading them to sign.

Edit: not disagreeing with anything patio11 says - in fact I think I am supporting the main point - government and enterprise sales ain't so different and they are gettin more similar each day.