[spyckie2]

Not quite my area of expertise but I can venture a guess. It's not large enterprise deals, that's a bit too random and narrow minded. Large software companies care more about their position in market (market share).

At the end of the day businesses build money machines that you put money in and you take money out from various markets. You need legibility if you want to tie all development work to how it affects how much of the market you own. And it's not quite legibility that is needed, it's accurate future market share prediction, which requires a particularly strategic form of legibility. The only way to increase market share without luck is to accurately forecast what your actions will do to your market share. But how can you do that if you have no idea what your devs are building and shipping?

We tend to make fun of incompetent business people but this is what the competent ones are doing - being super accurate in their forecast of future revenue, and forcing devs to build things that will help gain market share.

Devs often don't think about business strategy enough (as evidenced by the original article, no offense). So they aren't usually good at tying everything they do back to gaining market share. Devs who are the market audience for their app can be naturally good at PMF and going from 0 to 1, but as you scale its very hard to find devs that are also the market audience of the product they are building, so they tend to be bad at predicting how their dev roadmap will affect market share gain.

Without legibility, a team of devs can be a slot machine where you pull the lever and hope the features hit the jackpot or at least a modest return and not duds. With small bets, that's a great way to become large, but its no way to run a competitive large business.