Few suggestions:
- When you say your customers like your product, how do you know that.
- I would recommend asking customers specific questions that correspond to the strengths and features of your product, e.g. 'Are you concerned with your on-premise costs of HW maintenance ?' while you're addressing this issue with your product.
- You can add to these questions, assertions that other customers you spoke with highlighted issues such as '...'. Your prospect would empathize with such pains
Bottom line - don't start with product & features, ask your customer about their pains and 'match' your product to address these pains