[soneca]

Not necessarily the logos in the presentation, but I saw a lot of purchases where knowing someone who used the product in other similar companies was a decisive factor in the purchase. These meetings that you mention would almost always involve something in the lines of ”I will ping a friend on company X using this and check what they think of it”. Or the product was being considered in the first place because someone had worked on a company that used it or a friend working on another company have recommended it.

[kpowerinfinity]

OP here. Agree with this. Lack of logos means that you need to do a lot more due diligence so the buyer has to really sneak their head out and put a stake on the ground to buy the product. References & logos make it far easier to justify that the product is well respected and make the process easier. It helps avoid the question: "am I the sucker?"