Just got to watching the 8 Oct presentation. Ian is correct about the utilities industry; they are glacially slow to change, and I know a whole bunch of those guys that he talked about that designed the system in paper and it still operates that way. The industry has operated in the same manner for a century.

But…the industry is now about to change, and they have no option. First the traditional generation methods are no long the most cost effective, renewables are eating their lunch, albeit with grid stability considerations. The other problem for them is the paper design guy, and they are almost exclusively guys in this industry, are all, and I mean each and every one of them is about to retire. This is a massive issue for the industry here in Australia, as well as in North America and Europe. 

These will play in to aiding the business with the sales push back. He is right people buy from people. When the people change, I think they will get a better reception. 

The competition is real, however, this industry also expects to buy from someone that is there to support them long term. Ian is correct that the solution is sticky, once you are in these companies you are potentially there for decades.