Does your solution integrate seamlessly into your client's environment?

Will your client have to change their workflow to use your solution? 

Will your solution take up more real estate on your client's desktop?

I have to tell you, unless you are solving a major problem, if you don't fit neatly into your prospect's workflow you will have a challenge. The change management may not be worth the marginal efficiency gains.

I think deals are lost many times based on inertia to change, not because you don't have a good solution that ostensibly offers ROI. Think about this as you present your solution. How easy is it to implement and adopt? The benefit has to greater than the change by a noticeable margin or no deal.

What do you think?