For me - no, there should be no leap of faith, unless one believes that BPM is one of those magical, unexplainable technologies that has suddenly descended from the immortals.
But, at the same time, I feel the discussion should be richer
What if, for a customer, the project requires a leap of faith because of completely different reasons from the BPM technology itself:
1/ political positioning inside the organization
2/ lack of C-level sponsorship
3/ resistance to change
4/ lack of resources for both implementation and support
5/ lack of understanding of the project benefits
Does it make sense to still do the project if the customer is not ready?
A possible answer is: it depends on your sales model
If you have a high-touch sales model
, with sales reps visiting decision makers, running slide decks and selling big, one-time projects, it probably makes sense to invest in customer readiness.
Conversely, if you have a no-touch
or touchless conversion sales model
, you shouldn't invest a cent in sales and just go with marketing, inside sales techniques, freemium arrangements and let the customers / employees talk up your product.
At least that's what Clayton Christensen recommends and I am not going to disagree with him any time soon