Being a provider of IT solutions is sometimes not easy. I often feel for our partners. Over a coffee last month, one partner was explaining that after 12 months of hard work, they finally found themselves in front of their client to discuss migrating to the cloud. It had taken them months of hard work to convince their customer that a cloud based application was the right solution. They’d successfully completed a number of sales pitches and addressed a succession of stakeholders. On this journey they had sat in countless meetings, clocked up thousands of miles, drank too much coffee, sat up late at night producing slide decks and quoted numerous experts on why cloud is the best solution.