In that sense, Levie believes salespeople may even need a new title because they’re not necessarily selling the product after a certain point. Rather, they’re working closely with the customer’s IT department to help set up technology that meets a whole set of requirements in security, compliance, and legal work. That’s a real technology decision that costs a lot of money and time, he says.
This paragraph is damning. If I was a shareholder and saw the CEO say something so obvious I would be be selling my stock yesterday. There is no new phenomenon here, this is how enterprise sales works. This is not the “future” of enterprise sales as the article states. Maybe if those in Silicon Valley looked outside of their bubble someone could have given them a heads up during launch.