Source: I’ve seen a lot of demos that would have benefited from this and am responsible for a group who is not yet doing this, but needs to begin doing so. (I agree it’s elementary tech sales, but it might 201 level as a lot of places succeed without it; we’ve been selling to semi-captive internal customers so long that we didn’t prioritize this. Other companies clearly get by without this as well, even to fully arms-length customers.)