Earlier this year I was participating in an industry event and a sales executive for a Talent Management Technology vendor was telling the story about how he had won a big deal. Part of the story included how much better off the client would be on the new platform and all of the reasons the old system was not a good fit. We heard things like configurable vs. customization, user experience, and customer support.
But when asked "what were the reasons they selected the other vendor in the first place?" we found out something ironic.