Customers have access to a ton of high quality information, including pricing, that wasn't always available in the legacy on-premise days. I have observed however that with the emergence of cloud software, the sales cycle has shortened significantly and a lot of the traditional work of the sales team - proving solution capabilities - is now achieved in marketing. It's a big decision for customers and one they tend to make carefully. Your point about ERP being hard to sell is well taken. My point is simply that cloud aligns customer value with the economic model better than before. Now, consulting partners need to deliver a successful implementation and keep capabilities evolving in conjunction with client needs over time, otherwise the customer will switch partners and the new partner will get the ongoing margin, however small. Cloud changes that equation in the customer's favor. The partner's margin was secure regardless of whether the customer achieved their desired outcomes. In the past customers paid the entire cost of licensing upfront, often before they were live. It is true the the cloud licensing model changes the game for consulting partners in a variety of ways chief among them is that services need to be client and outcomes driven more than ever before. Your article is thought-provoking and makes some interesting points.
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