Cost is a big factor. Clients want a reduced price. Ease of use is definitely there – the VMware interface is user-friendly. But cost is a challenge when convincing clients, especially for large deals. They understand the value proposition of VMware's reliability, and they're willing to pay a premium for it as long as it's guaranteed in writing. Clients signing multi-million dollar deals are primarily concerned with reliability. They're willing to pay a premium for a guaranteed level of reliability that's spelled out in the agreement. If they pay a significant amount and we can't convince them of the solution's reliability, then it won't be a successful implementation.
