They all have SaaS. Have done since the 1970s. Meaning they have software licenses with renewing service-level agreements and support contracts.
The difference is the mainframe is now AWS.
They understandably don’t want to host outside their own infrastructure.
Can you host on their infrastructure?
That I find is the biggest hurdle.
Beyond that it is the usual switching cost set of questions. You have to find the problems their current solution offers and sell a unique new value proposition only available on the new platform.
The difference is the mainframe is now AWS.
They understandably don’t want to host outside their own infrastructure.
Can you host on their infrastructure?
That I find is the biggest hurdle.
Beyond that it is the usual switching cost set of questions. You have to find the problems their current solution offers and sell a unique new value proposition only available on the new platform.