Client: "....sounds great I'll take it. You do support on premise, don't you? We're an on-premise business" Sorry Sir, we don't that. Let me explain why, Sir, by dispelling two software myths right off the bat. 1. companies that produce on premise software understand how to run it in production 2. your IT department can manage an app better than the SaaS company that makes it Despite your disappointment and hurt feelings, Sir, deep down you know that I'm right... Client: "....I have some of the best ops guys in the business. You don't know my business" Nice car Sir! Topped up the oil Sir? Water and air? But beyond that you probably leave car maintenance to the 'experts' Sir? The local dealer or the manufacturer that produces your car? Of course Sir, you're too busy and can't possibly spend the time to become a specialist in car maintenance Sir, can you? You are the car user but 'operations' is outsourced...