Presales focuses on winning approval, not on life after year one. Executives rarely hear about long-term support costs, knowledge retention, or operational ownership. These topics feel inconvenient during sales discussions. But they define success later. A mature leadership team asks about sustainment, not just implementation. If no one can clearly explain how the system will be supported in two years, the project’s future is already uncertain.
1
The answer is easy - you can support it yourself or you can pay someone to support it. If you want to support it yourself, you should be building and strengthening that muscle during implementation. Competent IT leaders should understand this as a matter of course