[tcgv]

> when I worked in Enterprise IT, and this was a factor in our decision-making literally zero times.

I believe this (i.e. credibility) is a necessary, but not sufficient, requirement in B2B sales. If a company/product doesn't establish enough credibility it won't even be considered for further discussions/approval in many cases. It seems that in your purchasing experience the credibility criteria was already met, so your team didn't even bothered to review the "many logos" slide from the sales pitch.

Many B2B startups (including my own mobile market research startup) struggle to reach this credibility threshold. It's a critical factor for scaling sales. Most big companies aren't willing to buy from a startup they've never heard of, no matter how great their product is.