The sunk costs of existing infrastructure can greatly narrow the cone of possibility, but it may also narrow the cone of opportunity, especially when customers are ready to change shells before a business is.

Business Architecture Pivot This pivot borrows a concept from Geoffrey Moore, who observed that companies generally follow one of two major business architectures: high margin, low volume (complex systems model) or low margin, high volume (volume operations model).6 The former commonly is associated with business to business (B2B) or enterprise sal

There are three main sticking points: security, sunk costs, and legal. Now we’ll look at each issue, one by one, to help relax your concerns.