[crandycodes]

If the field just needs messaging and positioning info, you're good. In my business, customers usually assemble a bunch of our products (and potentially competitors) together into a solution. We usually have 3-4 different options for each flavor because folks want to optimize for different things or have different opinions/skillsets in their org. It's effectively impossible to be clear 100% of the time for all those permutations, so you really have to be accessible to the field to help clarify when it matters. 99% of the time they handle it, but that 1% that they can't are often because it's a complex, demanding customer that also usually means $$$. In my business, the top 10% of customers can easily drive 80% of your revenue, so it can really matter in the end that the field WANTS to work with you, and not pursue a more accessible alternative.