[kfk]

Well I have a lot of experience with IT procurement. IT is more about cost and risk mitigation than technology. The last thing IT wants is to try new software that might blow up in the hands of their unprepared outsourced helpdesk support people. So the absolute first thing you want to show is robust and cheap support or even better a way to make sure your product works with their helpdesk setup. Another thing is cost and how your product helps them run things with less money. They could not care less about the quality of the product because they will not be the ones using it. In general you sell by telling a story that fits with whatever story they are telling the business. So if IT is telling business cloud is the next thing and you sell on premise you won’t go anywhere.