Given the size of the company, having the CEO involved shows commitment. Regional levels get involved in the contracts of larger deals for other companies (Regional is 2 levels above the sales rep and is called different things by different companies.) Remember, "large" is relative to the company size.
Also, very few complete negotiations are done across the table anymore. It's mostly red-line docs for the Ts & Cs and emails and phone for pricing. I liked to have my regional lawyer involved on the Ts & Cs to keep things straight.
Blue, you may be missing the point. With all of Wave's problems, clunky products and all, it's possible a bully could be effective at beating the customer into submission. Cypher's narrative may be relevant to Wave's success after all.
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