The company I work for does not only web demos but face to face demos involving a sales guy travelling to the customer site, sometimes multiple times. This is f

The company I work for does not only web demos but face to face demos involving a sales guy travelling to the customer site, sometimes multiple times. This is for a SaaS app. I think some organisations are stuck in a certain way of purchasing software. One recently apparently had a half day meeting with a team of 12 'architects' to discuss implementing the software. To be clear, we're a pretty regular SaaS vendor although it is thick client there's very little they need to worry about. Certainly the questions they were asking seemed to be more relevant to a software product we install on their servers. Although the old saying says 'no one got sacked for buying IBM' possibly when people are prepared to suggest not buying IBM (or the equivalent) there still not prepared to suggest changing how the solution is bought.