On the SaaS side, yeah I think that's a good move. In this case there's a large hardware component of the sale which incentivises the software over-promising.

On the SaaS side, yeah I think that's a good move. In this case there's a large hardware component of the sale which incentivises the software over-promising. There's also a lot of competition (think a tender process). It's really about shifting the small decisions, removing that marginal "yes, we can do that" which didn't need to be there at all for the sale to close.