I've noticed recently that IPVM does particularly poorly with people who are content with what they are doing, e.g., an integrator who just buys whatever Avigilon (or whatever partner) sells or an installer that picks up whatever ADI has on the shelf, or a manufacturer salesperson who clocks in an out, etc.
And I don't mean that as a criticism, per se, I drive but I am not interested in being a race car driver, I cook but I am not interested in being a chef, etc.
Conversely, we do really well even with smaller organizations for the Research Service but a common theme is that they are looking to get bigger or they are really concerned about picking the right partner or product, etc.
What is fascinating, to me, is the difference in reaction to our pricing we see - people who are really content with what they are doing with physical security view our price as insulting and ridiculous (much like I might if someone offered me cooking lessons) but others, even of similar size / income are excited to sign up.
I don't think any company can provide services to everyone unless they give it away for free. We could have really low prices and people who don't really value what we do would sign up. But it's a much better business for us and empowers us to produce a lot more by charging a price that reflects value for those who truly value what we do.
Agree? Disagree? Other thoughts?