This kind of assumptions mapping can be really helpful in many cases, not just sales. Customer journeys for the user experience, for example. Or for driving change internally in large organisations.
A good enterprise sales person, or a founder selling to enterprise, is acting as a change agent. What enterprise sales calls an early adopter, champion, or coach is often an intrapreneur / internal change agent using the new technology offering provided by the outside vendor to enable change.
The "Hardware Best Practices" initiative mentioned in the conversation was an internal process improvement effort that also relied on mapping the organization to make sure that any team affected would be consulted.
The "Hardware Best Practices" initiative mentioned in the conversation was an internal process improvement effort that also relied on mapping the organization to make sure that any team affected would be consulted.