> Did you consider selling Sandstorm licences, as a sort of iOS for a BYO phone, in the analogy?

We tried for a while. But the kinds of "enterprise" customers who would pay for an on-prem/private-cloud version of Sandstorm are also the kind that don't just wander onto your web site and plug in their credit card... you have to do the enterprise sales dance, which we never had any clue how to do. :/