Understand why they want what they want. It could be deeply entrenched in data governance / IT Security. Once you understand why they want what they want, ask w

Understand why they want what they want. It could be deeply entrenched in data governance / IT Security. Once you understand why they want what they want, ask what the process would be for changing the policies / recommendation? It's not about having a better solution, cloud v. internal servers. It's about understanding the business requirements that make them recommend their servers. Then, understand how they make their decisions and see if you can use those channels to persuade them.