This is a bit of a stretch in practical terms given how PS pricing and channel power has worked historically in the on-premise world but.....I wonder if this is an opportunity for SAP ByD (and others) to suggest a fixed cost as more of a ceiling for the SI effort. In other words, their promise to the customer: "if your VAR is charging more that X, it's probably too much for plain vanilla provisioning". This way you preserve the healthy competitive dynamic that you fear might go away in the face of fixed pricing.
Now THAT would certainly mess up the equilibrium in the balance of power you point out above and speed up the tilt in the customers favor.
The best of ZDNet, delivered
ZDNet Newsletters
Get the best of ZDNet delivered straight to your inbox
