Great article, rings very true. I'd say if you're in the early adopter phase and you desperately need big enterprise traction then do the deal with the devil a

Great article, rings very true. I'd say if you're in the early adopter phase and you desperately need big enterprise traction then do the deal with the devil and go on-premise. Otherwise run a mile. Worth noting is that sometimes a sales technique is to agree to on-premise (since your competitors probably won't) and then look for opportunities to remove it from the deal further down the line - the customer may even come to the conclusion themselves that its not a good idea.