A big part of that is “I will save you X” is a non-starter. That is not making the business more money. If you have something that will actually make the business more money then they will go “Great if I pay you twice as much will it make me 2X?” and if the answer is yes, that will be a sale every time.

Given how much some companies spend on their cloud services bills without batting an eye, I definitely believe this. They care about making more money, not so much about spending less, even though both are ways to increase profits.