I’m not saying entirely what Jerry said is correct. But I’m saying if you are losing deals due to a feature that the competition has, then by all means try to educate the customer that the feature might not be ideal or even necessary.
But consider adding the feature so the customer can make their own mind up, even if you don’t think it’s the right thing. Then the competition doesn’t have one over on you.
Some customers are never going to budge their position on a feature being necessary for a deployment.
Alternately you can go on losing deals, yet you can sit proudly in the knowledge that at least you were right.
Perhaps I only have half a brain??