[coronapl]

I very much agree with the fact that IT departments have a massive influence during the sale process. Though, based on my experience, things are slightly softening. We entered the DACH market in 2023 with a cloud based CRM for the care sector. Before that, it was pretty much inconceivable in the care sector to use anything that wasn’t installed on-promises and fully isolated from the internet. Nevertheless, companies are quickly realizing that this is not scalable anymore. There is an urgency for modernizing work tools which is simply not possible with the limitations of the on-promises software era. Additionally, things like C5 seem to give a lot of confidence to IT departments for speeding up the sales process.

[ahartmetz]

Limitations? Such as suppliers who are pushing for SaaS because it's more profitable?

[coronapl]

I refer to the technical constraints of the on-promises model which affects the modernization of the healthcare sector in the DACH regions. There is a need for integrating with SaaS products for several use cases or having AI features. Both things are not easily possible will a fully isolated setup. Therefore, I have experienced that IT departments are becoming more open to adopting Saas solutions compared to a few years ago, where it was not rare for a solution to be immediately rejected because it was using a hyperscaler.