[superice]

Yeah, absolutely, we see that all the time as well. We have the benefit that usually we only have to do sales at the executive level, and for everything else we deal with the operations people, which means that if we go for an on-site visit we usually won't meet higher management than operational team leads.

We learned that what executives say and what operation does is not the same thing, which is why we sell our software we say: "We'll fix your problems, but be warned: we won't do it your way", and as long as that expectation is maintained we have very happy customers.