My previous employer did a lot of cloud migration/integration work for clients. They erred in their sales strategy where cloud became 'the only thing we'll talk

My previous employer did a lot of cloud migration/integration work for clients. They erred in their sales strategy where cloud became 'the only thing we'll talk to clients about'. In doing so, they not only dried up their sales pipeline, but lost most of their existing customer base as well. This (attempted) change to the partner internal-use licensing feels like it's cut from the same cloth - The existence of IUR didn't seem to be an issue previously and the need to change it now doesn't pass the sniff test. Probably a better play here would be to give partners a choice - Each year you can have the IUR OR equivalent entitlements in Azure/0365. That gives partners a transition path, within a construct where the deal can be sweetened/tweaked as necessary, and doesn't make the mistake of brow-beating anyone towards cloud adoption (which tends to have the opposite effect).