I wrote two posts about eight years ago that raised a lot of eyebrows. They questioned the continued value of an integrator who believed their value lay in delivering hardware at the end of a construction project, especially as systems became more commoditized, complexity decreased and platform access became more universal. I asserted that firms […]

As technology salespeople, it is very tempting to have early conversations around technology itself. I’ve attended job walks or integrator interviews where the representative of a technology company quickly turns a discussion about a room into questions about how many inputs and outputs the company needs on their switcher or what brand of control system […]

We’ve all heard the phrase “a meeting that could have been an email.” Add in today’s additional methods of communication and you’ll get “a meeting that could have been a Zoom call, that could have been an email, that could have been a phone call, that could have been a text.” I put this idea […]