I think, and I hate that this is true, but I truly think larger enterprises - and specifically the people who make buying decisions within non-technical departments at larger enterprises - really do prefer to buy “solutions” and not tools.

I’m a product guy through and through and it drives me bonkers when I visit websites that try to sell me holes instead of drills. But I’ve worked with B2B SaaS companies, and when you’re selling to non-technical folks, they do seem to want to buy holes. This is particularly so with sales and sales enablement tools. You’ll get people proudly saying things like (to continue to metaphor) “you know I’m not an engineer so I don’t understand these fancy drills to yours. But I sure do like the holes you guys offer and they’ll make me look really good to our CEO”…