@BrianOblinger makes a great point. In my experience, it takes a bit more efforts to certain stakeholders on these non-technical elements, and like Brian said, you want to make sure that the conversation is not limited "let's count the checkboxes" type of binary discussion. This can be a bigger challenge if there are very opinionated stakeholders with one dimentional IT/Operations point of view. Building a community partnership with a strong vendor is very different from buying cloud storage, and It helps to focus on overall value, vision, sucess stories/references and steer away fromh "$x will buy me y checkboxes" type of arguements.
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