Subscription economics, technical buyers, and land-and-expand motions define this market.
How to position transformation without triggering resistance.
Why buyers are pushing back on recurring costs and how to respond.
What buyers really fear about cloud commitments.
Different motions require different psychological approaches.
How technical evaluators think differently than business buyers.
Addressing the concerns that block cloud adoption.
Building business cases that resonate with finance.
Why technical complexity kills more deals than price.
Addressing enterprise fears about shared infrastructure.
How initial purchases create expansion opportunities.
Let us analyze one of your stuck deals and show you exactly what's blocking progress.