great question — here is my use case.
Say, you are working on an enterprise app that monitors security breaches and it does something to help the organization to mitigate the associated risks. It’s a specific challenge to actually demonstrate or perform usability testing on this software product — because if there are no real security breaches ongoing, there is no user interaction required and nothing to demonstrate.
What pre-sales or technical consultants would do, is to simulate the conditions to actually prove the product’s value. They would tweak the existing customer environment to get something out of the product by injecting some temporary mock data.
This naturally comes with much more sophisticated “internal requirements” than just building a Welcome wizard for first time use. My point in the article is, that these are relevant goals of a specific user base (internal pre-sales consultants) that has to go through the same channel as any other product features, e.g. Research → Design → Validation, and not bypass the regular backlog lifecycle as quick hacks to win a particular client.
