Thank you for writing this article Carsten, I enjoyed reading it as I seldom found articles of this kind on Medium.

I'm working for a software developer. We provide great after-sales service but still, we sell based on the product and not based on the service we provide.

Given the industry culture and clients' preference, this model works well with our existing partners. I noticed the trend you mentioned, but that doesn't go along with what existing clients expect. (for example there are security issue for a lot of clients so they're unwilling to go to cloud, etc) So I guess we have to try hard making a balance too.