Pretext: I also work in this field, have for the last 5 years. - The flip side is that 90% of the software in this market is 5-10 years old and "cloud" solutio

Pretext: I also work in this field, have for the last 5 years. - The flip side is that 90% of the software in this market is 5-10 years old and "cloud" solutions are novel and strange to them (cf fear about data storage) Actually I'd have to disagree with that to some degree. I do agree there is some what of a stickyness for doing things the way you were doing things, but its also pretty regional. California is a very different audience then Indiana. Additionally more and more states are mandating the move digital products.