Every partner has them, the customers who are still running an old on-premise system, know they eventually need to move, and keep finding reasons to wait one more year. This session is about what actually gets those customers to move, based on real field experience from one of the largest ISVs in the ecosystem.

We will go through the most common objections we hear, cost, disruption to the business, fear of losing customizations, and the simple comfort of not touching something that still works, and talk honestly about which of these are real concerns and which are just excuses to avoid a hard conversation.

Then we will get practical. We will look at both sides of the coin, the carrots and the sticks. On the carrot side, how to build a business case that speaks to the customer's own numbers, not just generic cloud benefits, and how to package the move so it feels like an upgrade rather than a disruption. On the stick side, how to talk honestly about end of support timelines, security risk and the growing cost of staying still, without sounding like a scare tactic.

This session is for sales reps, account managers and partner leadership who deal directly with reluctant customers and need something more useful than "the cloud is the future." Expect concrete talking points and real examples of what has worked, and what has not.

This session is for sales reps, account managers and partner leadership who deal directly with reluctant customers and need something more useful than "the cloud is the future." Expect concrete talking points and real examples of what has worked, and what has not.