They don't want their toys taken away
I work for a cloud service provider, in most cases the problem we face trying to sell a solution to a customer is that they don't like the idea of someone else doing their job, pretty much like it happened with unions and automation on the manufacturing business, in lots of cases a robot can do a task better than a human being and usually cheaper, the same way that a cloud service can do a task better and usually cheaper than an employee on the payroll.
If you want to sell cloud services, get the CFO or equivalent bean counter involved.