There's much more economic astuteness in vendors that are selling. They're now really sophisticated. Pricing structures are all over the map because it's a very competitive marketplace. There's still a fair amount of investor money that's financing this. A start-up fee and a monthly fee is still the most common model.
People learn as a result of the experience, and it takes awhile to get it down.
In all technology business, sales and marketing is one of your biggest costs. In one-year contracts, companies can't make enough money to amortize costs. Typical outsourcing contracts are three to five years, and trying to be seven years. A one-year ASP contract would have to be subsidized by investors. In terms of selection, we took a methodology and tried to parrot it back to companies for making a technology decision.