I met an ex-Oracle sales guy-turned medium-bigwig at other companies once.
He justified it by calling it “selling ahead”, and it started because the reality is that if you tell customers no, you don’t get the deal. They told the customers they would have requested features. The devs would later get notice when the deal was signed, and no one on management ever complained, and everyone else on his “team” was doing it.
I met an ex-Oracle sales guy-turned medium-bigwig at other companies once.
He justified it by calling it “selling ahead”, and it started because the reality is that if you tell customers no, you don’t get the deal. They told the customers they would have requested features. The devs would later get notice when the deal was signed, and no one on management ever complained, and everyone else on his “team” was doing it.