This is the case for finding the courageous “enterprise leaders” to sell hashtag#innovation to in large corporations… because corporate structures encourage leaders to be transactional and they are incentivised to stay in their box. Put simply, enterprise leadership encourages leaders to focus on organisational outcomes and working on behalf of the whole organisation, rather than only focusing on their own business unit or team. Very often you have to find a VP to sell to who has power the courage, integrity and commitment to stick his neck on the line and change the corporate rules. The classic is salespeople incentivised to drive revenue NOT profit or discouraging company-wide benefit because revenue or cost base and profit hit one budget and not another!
https://www.linkedin.com/posts/jordanbpeterson_from-my-experience-pitching-to-large-corporations-activity-6581600289852321792-S1s3