Thanks for the comment.

Yes, there are a lot of different variations and edge cases. I do reference customer influence in quadrant 4, but every account is different. If there are clear objectives and direction all this is much simplified. I've had 10 minute conversations with Sales and explained why something was NOT something we'd buid and they understood the context etc. and were happy to explain that back to the prospect.

It's amazing how simple things get if we do OUR job well to being with. :-)