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> The bigger the organization, the slower it moves.

That is in some ways true. However, the ability to manage a complex sales process is a good proxy for ability to manage customer stakeholders and do the project planning and management required for success.

eg if you can't manage a complex sales process, the probability a vendor is mature enough to ship eg 2mm masks/month on time, with appropriate quality levels, and with the resources to manage production disruptions is quite low. And that's what hospital systems want to buy.