re:We woo on the contract pitch and rape on the service changes
Former employer, had a decent ISA-based system. Sold a few instances to big names, and decided that rather than keep plugging, the income from licensing alone would grow the business. So a lot of sales guys were let go, and the pipeline dried up.
I'm sure you know where the story ends.
meanwhile, a competitor where the MD wasn't a techie had devised a proto SaaS model, where you never owned the software. More crucially, the monthly rental rental covered 2 training sessions a year, which reduced helpdesk calls to *real* bugs.