This. I did consulting for a while and sales people don't seem to understand the amount of time, money and effort it costs to switch software suites. Sure, your

This. I did consulting for a while and sales people don't seem to understand the amount of time, money and effort it costs to switch software suites. Sure, your product does x better and is cheaper, but the current suite is painstakingly shaped to match our needs over the years. To recreate the same situation in a new software suite will take 6-12 months (while running the outgoing suite as well since business has to continue as usual), meaning double workload on the staff involved. And don't even get me started on teaching Jen from accounting how to use the new software because the old software was 'running just fine' and 'she's been using it for decades'... To most organizations, the cost of a software suite is a factor when they're in the market for something new. But when you're offering an alternative to something they're already using the price isn't really a factor.