Ex-Integrator Now Growth Strategist Interviewed

*** **** **** * decade, **** ********** [**** no ****** *********] *** a ******** ********** (** PA-based***). ** **** ****, he **** *** ********. He ** *** * Growth ********** *** ** believes *** ******** ** eating *********** *****.

**** ********* ** ********* with ********** *** ***** about *** **** ** an **********, **** ** had *******, *** ***** have ******* *** **** advice ** *** *** integrators ** ******* *** changing ******** ********.

****** **** *&* ** look ** *** ********* topics:

• *** *********** **** ** tell ***** ****** ***** over ****
• *** *********** **** ** become ******* ********* ***********
• *** *** ******** ** eating *********** *****
• *** ***** ********* **** to ** *** ** a ****
• *** ** **** *** miss ***** ** **********
• *** *** **** *** changed
• *** ********** **** ******* is *** *******
• *** *********** **** ** collaborate **** *******
• *** ************* *** *** innovating
• *** *********** **** ** answer ******** *** **** deserve ** *****

****: ** *** **** being * ******** **********?

**: ** * **** it? **.

****: *** ***?

[***************]

**: *** **** *** changed ***** * *******. I ******* *** *** industry *** *********** ****** itself ***** * *** there.

How *** **** *** *******

****: ** *** *** elaborate ** *** *** game *** *******?

**: ** **** * got ******* *** ** department, *** ** ******* and *** ******** ****** were **** ******* **** one ***** ** ********* application. ** *** ******* leader *******, ** *** knew **** ******** ********* would **** *** *******, but ** *** * Greenfield. ** *** **** what ** ***** **** like. ** **** **** had ******** **** ***** industries, **** **** ** put ******** ** *** network, **** ** *** thin ******* ** ****, those ***** ** ******. And ** ****’* *** the ****** ** ***** things **** **** ***** began. ** **** ** first * ******* ** the ******* **** *** great. **** *** **** exciting *** ** *********** assumed **** ******* ********** would ****** **** ** put ******** ********* ** the *******. *** *****, it ****’* * ***** lot ** *******-***** ******** when ** ***** ******* talking ***** **. ** was **** **** ** "Well, ******* ***** **** goes ** *** *** connecting ******** ***** ** difficult." ** *** ******** the *** ***** ******** you **** ** ** back ** *** *** and **** *** **** you **** ** *** paper **** *** ****’* know **** *** ***** on? ****’* ***** *** the ***** ***, ** that ******* ***** *******. It’s **** ** **** a ****** *** ** have * *** *** we **** **** ******* cloud *** ****’* ***** the ***** *******. *** now ** *** *** everything **** *** ******* center. *** **** *** as ***** ** ** got ** ****. *** we’ve ************ **** ****. You *** *** ******* from ****** *** ***** now. ****’* *** ****. You *** ****** ***** from ****** *** ***** now. **’* *** ****. So *** * *** of ****’* **** ** people ********** *** ******* that ******* **** *** getting ******** **** ****** who *** ******* ****-******.

****: ****, *** *** elaborate ** **** *** mean ** ****** ********** markets?

**: *** *******, *********** which ********* **** ** what **** ** ** example ** ********** *******, protecting ******, *** **’* artificial. **’* ****** ***** businesses ** **** *** need ** **** ********** from *** ************ ** sell **** **** ** product ** **** **** to **** ********.

****: ** ** *****’* Advocate, ******, ******’* ** integrator *** "****, ***** are ********…"

**: ***’* ** *****, I **** *** ** play *****’* ********. ******* these *** *** ********* that *’** **** *** a **** ****. ** an **********, *** ***** that ***’** ***** **** protected *********, *** *** reality ** **** *** majority ** ***** *********** do *** ** *** way ******* **** **. If ***’** ***** ****** to **** *** ***** dealership ** *** **** City, ****, ***, ** all *****, ****** **** space. *** ** *** are **** *** ****** of *** ***** **** in **** ***** ***** there ****’* ** **** customers, *** **** **** benefit ***?

Why ********** **** ****** ** *** *******

****: *** ***'* ****, I’ll *** ******…

**: **** **, **** on, * ****’* ***** enough ** **** *** I **** ** **** sure **’* *** **************. How **** ********* ****** could ***** ******** ** in ********** **** ********? I’ll *** ***** *** as **** ** ***** are ****** **** ***** buy. *** ***** ********* have ********* *** * different ***** *** *********’* poor ******* *****’* ** reason ** ******* ********** West ******** ******* ***** aren’t *** *********** ** West ********. *** *** up **** *** ******* who ********** *** *** brands *** **** **** at *** ** ****.

****: *****, *** ** I’m ** **********, ******* you ***** * ****, I ***** ***** ** making * **** ******** for ******.

**: * *** ** but ** ***** ** who **** **** ***** benefit? ** *****’* ******* the *****, ** ******** the ********** *** ** benefits *** ************ **** more **. *** **’* a ****** *******.

****: ****, *** ******* is *** **** *** you **** ** **** degree?

**: *******. ***’** ***** in. *** ***’* *** to **** ******* *** permission ** *** ************. You’re ************* ******* ** the *** *** **** is ******?

****: ** ***** * way ** **** *** game ***********? ** **** your ******* *** ******** signify *** ***’* ***** there ** * ******** way ** **** ***********?

**: **** ***’* ** clear, * ****’* ******* away **** ********, * was ******* ** *********. I **** **** ** friends ** *** ******** and * *** ** my **** ******* **** from ** **** *****. But *’* * ****** person. **** ** **** I **** **** **** interested ** *** **** at. **’** ** * point *** ***** ******** discovery ** * **** problem.

****: **** ** *** mean ** ****?

**: *** ****** **** we’re ******* ** **** we **** ***** *********** tend ** ** **********. Take ******** ************** ********* *******. *** puts **** ** *** top ** ***** ******** list? * *** ****** you **’* *** *** CEO ** *** ******. I *** ****** *** it’s *** *** ****** who **** ******** ** do **** ******** ********* at *** ******. **’* the ********** ** * security ******* *** ** not ******** ** ***** of ****** ******** *****. So **** **’** ***** is **’** ****** ****** who *** ******* ** the **** ******* ** expanding *** ****** *** asking ***** ****** ** the ****** **** "**** is ** **** *** need?"

****: ****, ************ "****, ** **** better *********** ** *** light." *** *** ******* with *** ***** ***** is **** ** *****’* deliver ** ******* ********.

**: *** ** **** legitimately **** ********* **** some ** *** ***** advancements **** *** *** there?

****: ** *** ** ask *** **** ************ do *** **** ****** be **** *********?

**: ******** * ****** of ***** *** **** Nvidia *** ** ***** booth?

****: ****

**: ** *** ********* saw ***** *** ** opportunity *****. *** *** you’re ******* ***** ****** an ** *** **** learning **** ** * thing ** ** ****-******* steel ** * ****** somewhere. *** ** ******* person **** ****. *** right *** ** ** that ** *** ** expect * ******** ******* to ** **** ** support **** **** **************, that **** **********, **********, IT *********** ** **** credibility ****** ***** *** organization, ***. ***., *****? If * ** * security *******—*** ***** *** a ***** ******* ** the ****** *** ** survey *** ******** *********, product ***********—****** ** **** the ******** ** *** customers **** **** **’** solving ***** ********, *** ultimately **** ** **** to *** *********** **** a ******** ******* ** a ********** ******* ** a **** ****** ** going ** ** **** nervous ****** ***** ****** that **** ***’* **** about. ***** ****** *** networks, ***** ****** *** GPUs, ***** ****** ***… "What’s *** ****-**** *********** plan *** **** ***** rack ** ******* **** you ****?" ** * really ***** ******** ** ask *** ***** ****** I **** ********* ** title.

****: **…

**: * ****, ****, you’ve ***** ****** **** around ******** ** **** that "**" ** * fucking **** **** ** the *** ***********. ****** still ******* ***** ** has ********* ***** ******* it.

****: **, * ***** the ******** *** ******** security ***** ** ***** to ** *** ** I ******** *** ** into ** ********?

**: ***, ***, ***. Well, * ***** ** point ** **** **** AWS, *** ********* **** turn ** **. *** this **** ********* ******** on ***** ** **** go **. **** ****** like * **** **** reasonable ********** ** **** to **** ‘* **** you ** *** ** servers ** *** ***-***.' So, **** ** ** do? ** ** **** to ****’* ******. *** procurement ** *** *** instead ** **** *******, instead ** **** *** client *****.

****: **, *’* ********* confused. ** *** **, for *******…

**: ******* *** ******** is *** ********* ****** people ******* ** *** specific ******** ********, ** are ********** ** ****** based ** **** ************ we *** *** ************ instead ** **** ******** goals.

****: *** ** **** the *** ****'* *****? Whose ***** ** ****? It ****** **** ****’* the **********’* *****.

**: * ***’* **** whose ***** ** **. I ***’* *** ****** people ******* ***** ******** goals. * *** ****** saying "**** *** ** sell ** *** ****** we ******* ****?" *************** ***** **** ** the ******* *** ** people, ** **** ****. But *** ******** ******* is ***** ***-***** ** chip ***********. *** *’* not ****** ** *******’* be, *** ** *** want ** ****, *** need ** **** ******* with *** ***** ****** inside *** ****** ************ who *** ******** **** these ****** *******. **** if **’* * ****** procurement, **** ** **’* a **** ********* ***** to **** ******* * committee.

****: *** ********* ** this **** ** ******** is **** ** *** practical ******** *** ***** to **? * ****, people **** ***** ******** intelligence ** ********** ** marketing. ***** *** *** 3 ********** *** **** people **** ***** ****** guards *** ****.

**: ****, ************* *** intervention ******** ***** *** world ** ***. ***** is *****. *** ***** sales ******* *** ******* development ******* ***** ** be **** ********* ** other *********** *** ******* goals.

****: **, *** *** me **** **** ****. Maybe ****’* ***********, *****? When *** *** *** instance ** ******, ***’* just **** **** **********, but **** ********* *** business **********.

**: ***, *** ***’* be ******. *** **** reason **** ****’* * thing ** **** ********* had ***** ** * time **** ******** ****’*.

****: *****. ******, **** itself *** **** ***********. It’s * **** **** challenging **** ******* **’* multiple *********** ******** *** there’s * ******** ***** how **** **** *** works. ** *** ***** is *** *** ***** unrealistic?

**: ***. *** ****** is ***, *** *’** tell *** ***. **’* because ******** *********** **** become ******** ********** *** I ***’* ***** **** can ***** ** *** level **** **** ** fight ** **** **** they ***** ** ******.

****: ****’* ******* ********. A ******** ********** ***** say, "**** * ** with ***** *** ************* I ***’* ***** *** the **** *** ****** even ** * **** the **********, *** ****, the ***** ** ***** them ** **** ****** because * ***** ***** not *** *** ****. I’ll ***** *** **** time *** ****** ********* bringing **** ** **** promised ****…"

**: **** *** ** push **** ** ***. How ** **** *** different **** *** ***** sale? **** *** ********* just **** ** "* have ***** ** ***** so * *******’* ** this."

Why *********** **** ** **** ****** ******* **** **** ****

****: **** *’* ****** you ** *** ****** Strategist, ** *** ** you ****** **** ********** clients ** **** **** this? *** ** **** basically *** **** *** customer ** *** *** of *** *** ****** "Thanks *** *** **** free **********, *** **** competitor **** *** ****** is ******* ** **** for *% ****, ** I’m ***** ** **** your **** **********, *** I’m ***** ** *** from *** *** *** will **** ** *** 5% ****."?

**: **. *** ****** to **** * ***** is **** ** **** to **** ******** ***** "There ** * ****** who ** ***** ** buy *****, ** ****’* who *’** *** ********* to, *** *’* ***** to ****** ******** ****." We **** ** ******. The *** ***** ********** other **** ******** *** moving ** ***** ********** content ********* **** ***** a ****** ***** *** allows ****** ** **** up ** * ***********. So, ** * **** a ***** ***** **** says ********* *********** *** happen **** **** *** product, ** **** ** be ********* **** **** because * **** **** YouTube ***** ***** ** your ********* **** *** put ** ***************** ** whatever, * ***’* ************* go **** *********** **** just ******* *** **** one ***** **** * liked. **’* * ********, multiple ******* **** ** thing **** *** **** to **** ******* ** immediate *********** ** * transactional *************. **** ******* you *** ********* ******** does *** **** *** customer ** ******** **** lust *** *** ** a ****** ****** ******* checks. *** ******** ***** to **** **** ***** over ****. ****’** ********* for * ******** ******** impression *** * ****** hit **********.

****: ** **** ***** take *****?

**: * ****, *** the ******* ** *************, I ***** ****’* ****. But ********, *** *** largest *************, * ***** a *** ** **** are ******* ********** ******** goals ******* ****’** ******** the ******* **** ****** their ************. ****’** ****** do **** **** ***** in ***** *********. * don’t **** ** **** names, *** *** *******, a ***** ******* *'** worked **** *** ** frustrated **** *** *********** universe, **** **** ** upon ********** ** ** absolutely ********** ****** *** actual ************. ** ** were *** *****-*** ***** that **** ***** **** to ** **** ******. But **** **** ***** all *** ****** ****** and ******* ** ***** own *****. *** ***** now *** **** ** would **** ** *** say, "**** ** **** that ******* ****." ** "This ** **** **** dropdown ****." ** ** I **** ****** ** build ** ********** **** the ****** ** *****, the ***** **** ***** thing *‘* ** ** start ******* ** ** storytelling. *** * ***** recognize **** ***** ************* business *** ** * requirement *** *** *****-****, it ** *** ***** to **** ** ** the ****-****.

****: **, ** ***’** now ********* **** ************ and ******* *********. * think ***’** ***** **** most ***********— ***** **%—***’* try ****** ***—************ ** content *********.

**: ******* *********.

****: ** **** ***** you ********* **** ** do? **** ** * good ******** ** ************ and ******* *********?

**: ***** ******* ***** to ** *****. ** needs ** **** *** clear ***** **** **’* trying ** ***********. ** needs ** ***** *** customer **** ***** *********, but ****’* *** *** point. *** ***** ***** to ** "** *** buy **** * *** will *** *."

****: ****, ** **** you *** "*****," ** you **** ******-***** *****, or…?

**: ****** ***** ******** seems ** ** **** effective ** ********. ** seems **** *****’* * lot ** ****** ***** interaction ** ******** ********** and ***** *** **** long-lasting ************* *****. *** social ***** ** **** the ***** ***** ********* goes ** ***** ** with **** ***** *** share *****. ** ****** media ***** **** **’* probably *** ***** *****.

How *********** **** ** *** ******* *********

****: ** **** ****’* the ******* ** "******* Marketing?" ****’* *** ***** that ***** ** ** told?

**: *****’* ** *** answer ** ****. ** depends ** *** *** are *** ****’* **** place ** *** ****** and "*** ** *** deserve ** *****?" ** I’m ** **********, *** first **** **** * need ** ** ** "Why **** *** ****** who **** ****** ** done ** **** *** competition?" * ***** ** tease ******* *** ** that *** *** "**** like ** ******* ** are, ***, ****** ** our *********," "***** *** the ***** ** ** voicemail," ** ******** ***** small ******** ****** ***, start ** ****** ***** in * ****** ******.

****: **, ** ** clear, **** ************ ******’* be "** ****** **** up *** *****?"

**: ****, *** ***** it’s *** ******* ** that ***** ** **’* one ******* ** **. There *** **** ****** that **** ** **** that **** ** ** repeated **** *** **** again. *’** **** **** with * *****. **** at **********. ********** **** a **** *** **** "We ***** **** ** end *****." ****’* *** every ***** **** **** ever *** ***. *** they **** **** *** a **** ****** ******* there *** **** **** coming **** ** **. When **** *****’* ******* about *** ******* ** end *****, **** **** talking ***** "** **** design ****** ********* ** the ***** ** **** you ********** *** ** configure *** ******." ** "We **** *** **** brands." ** "** **** everything ** *** *******—***** and ******* *** ********** on *** *****." ***** were ***** ***** ** the ****** **** **** smaller *** **** **** were ******. *** * like ********** ******* **** did ** ******* ****** media, **** *****-**-*****, ***** is ***********. *** **** were **** **** "***, you ***’* **** **, but *’* **** ********** rep *** * ***’* expect *** ** **** over *** *** ********** to ** *****, *** I **** ****** ** point *** **** **’** never **** ****** ** your ******** *** ** there’re *** ****** * can ****** *** *** today, **** ***** ** great." *** *********, **** people ****, "**, *’* fine. * **** *** and *** *** ** my *******." *** * realize **** ***’* **** anymore, *** **** ** the *** **** **** campaign *** *********, * was **** "*** ******* ADI ** *********, *****?" And ****’* ** **** "Oh ****, *** ****’** the ****." *** **’* like "*** ********** **** you *** ********* ****** money ** ******* *** would ****** **** *** weren’t ** *********?" ******. The ************ **** ***, though, *** * ** 3 ****** ******* ****** and **** **** ****** that **** **** ****** back **. "** **’** really **** **** ********* and ** **** * trained ********* ****** ** staff, *** ***** ** know **** *** **** with ****, ***** **** in * ***** *** want ** *** *********, so **’** **** *** with ********* **** *** want ** **** ****. - ****, **********." *** the **** ** **** ScanSource **** *** **** view.

****: *****, *** ** push ****, ********** **… I ****, *****’* **** a ******* ** ****** distributors **** ****** *** picking ****.

**: ****, *** ** you ***** **** **** me ** ****, **** "Hey ****, *’** *** a ***** **** *** a *** ******** ******** distributor!" **** *** *** chances **** *** ***** have ****** * ***** from ** ** **** that? ** ***** ***** have ********. * ***** have ****, "***’** ** against ***, ***’** ** against *******, ***’** ** against ***, *****."

****: *****. *’* *** disputing **********, ********. *** help ** ***. ** I’m ** ********** *** I’m ******* ****, **** do *** ********* ** me? **** ** ** "ScanSource: ** ***’* **** to *** *****."?

**: *****, **** ******* on *** **********. * can’t ****** **** *** them. **’* *** ********. At **** *****, **’* not ****. ** *** need ** **** **** article ** **** **** authenticity, **** ***’** ******* fucked. **** ************ *** to **** **** **** is ********* ** **** neck ** *** *****. But ***’* **** ** with **** *** ******* could **. ***’* *** "I'm *** **** **********." Bullshit, ***** **. "*’* the ****." ********, ***** it.

****: *****, *** *** of ***** ******, ** agree, *** **** *****, just *******.

**: ****’* **** *’* saying. ********* ** ***** to *** *** **** 8 ****** *** **’* going ** ** ******* off ** *********, *******, generic.

Integrators **** ** ****** *** **** ******* ** *****

****: *****, ** *** you **** ********** **** integrators ****** **********?

**: *’* ****** **** Integrators **** ** **** people **** ** ****** in ** ****** *** authentic ***. **** **** find ***** ****** ****** if **** **** ***** story ** ** ****** and ********* *** **** doesn’t **** ****** ** corporate ** ******, *** instead **** "**** ** why ** ** ******** the *** ** ** it.” ** ***, * showed ********** ****** ****** made ** *** **, and ** **** *** customers ***** **. ** talked ***** *** ** controlled *** ****** ********* because ** **** *** gates *** ********. ** talked ***** *** ** were * ******-***** ********, and **** ** **** not ***** ** **** and ** **** **-*****-***. That’s *** **. ** didn’t *** **** *** of *******. ** *** that **** * ******** from ********* *** ***** us ******. ** ***** them *** **** ***** us *** **** **** us **** **** ***** about **. "*** ***** I **** ** *** gates **** *** ******* and *** ****** ******* that ******** **** **** from ******* **** *** then *** ****** **** watches ** *** **** a *** *****?" ** some ***** ***** ******** needs ** ** **** to ****** *** ******** "Why ****** * *****?" And ** **** ***’* answer ****, **** ****’** beat *******.

****: ** ** *** were ***** ** ********* a ****** ***** ******** to ***********, **** ****** they *** ** ***** customers?

**: ********, *** ****. YouTube, ******. ********** **** is ***. ***’* ** surprised *** **** ******* I’ve *** **** *********, but ** *** **** people ****, ******* **** reject **** ******* **** because ** **** ******* their *******. ****** ***** believe ** **** * say **. ** *** one ******* ** ****** and ** *** ******* hilarious.

How *** ******** ** ****** *********** *****

****: **** ** ******, by *** ***, * don’t ******** ****.

**: ** ***** ***. I’m **** *’* *** the **** ***. ****** is * ******* *******, but ** ****** ********. And **’* **** ** like **** *.*. **’* like ** ********* *** just ********* *******. **’* like *****, ***** ******. But ** *** *** that ** **** ******* everybody **** ************* ***, "Oh **** ** ********." And ****’* *** ****** and **’* ************ ********** in *** ******** ********. They ******* ******* **** have *** ******* *** that’s *** ****’** ***** eaten *****.

****: ** "***** *****." What ** *** ******** "eaten *****?" ** *’* an ********** *** * grew *% * **** 10%, * **** **% last ****…?

**: ****’** ***** ************ into… ****, ***** *** the **** ** ** create ** ********** ** that *** *** ****. You *** **** ** to, * ***’* ****, Convergint ************, **** **** pick.

****: ******** ** ****, what ** *** *****? Do *** ***** **’* good *** *** ********? Do *** ***** **’* going ** ****, *** going ** ****? ****’* your **** ** **?

**: * ***** *** consolidation ** ******* **** or ***, **’* **** natural. **’* **** *** to ******.

****: *** **** ** have ** ******?

**: ******* **** ** these ********* **** ******* with *** ******* ********* to ** **** ** a ****** **** *** most ** **** ***’* survive. **** ***’* **** the *******, **** ***’* have ******* ******, **** don’t **** *** ******.

****: *** *** ********* company *** *** *******. Do **** **** *** vision? ** **** **** the ***********? ** ********* will ** ****…

**: *** ** *** great ****** ***** *********** as **** *** ****** the ******* ********, *** less ****** *** **** to ****.

Why ***** ********* **** ** ** *** ** * ****

****: *** *********, ***** larger ***********—* **** ** talked ***** *** ***** family *****—****’** ** ***, you **** ******** ****** that ****** * ******, united ********. **’* ****. Is **** * ****?

**: ** ****** ***** down ** *** ******** and *** ******, *****’* it? ** **** ******* on *** **** ****’** done ***** ********. *’** seen ***** ************ **** UTC *** **** ** thought **** **** **** speed, *********** *********, *** then ********** *******. **** thing **** ******** ** call *** ****/******* ********/********. There’s ********* ****-*****. ** gets ********, ** ******* low-speed. ** ****, ** there’s *** ***** **** everybody ***** ** ******** take ****, **’* **** a ***** ******* *** only *** ** *** further ** * **** but ** *** ***. It *** ** ** creative *** ***********. * large ******* *** ** look *** *** *** fiduciary ************** ** ************ and ******* *** **** slowly *** ********** ******* when ***’** * ***** company *** **** ** be ******** ***** *** ground ***’** ******* *****. When ***’** ***** *** have ** ******. *** need ** ** **** comfortable **** ****. ** the *****, *********** ***-****-**-*-*** Incorporated **** *** **** an *********** ***** **** time, **** *** **** top-of-mind, ***** *********. *** they **** * ******** chance ** **** *** broaden ***** ********* ****** to ******* ********** *** people **** ****** ** architecture *** ****** *** handle ********* ********. **** could ** **** *’* suggesting. ** ** *** other ****, ***’** ******* doing $** ******* * year, * **** * very ****** ******* ***’** been ******** ****** ****, margins *** *** ***’** asking ******** *** ***’** not ****** ** **** money ** ******* ** you **** **.

****: *****, *** *** much ** *** ***** the **** ** ****** in *** **** ****** has **** * ********—******* ***** *** **** in ****** *** **** bad *** ***********?

**: ** ***’** ** the ******** ** ******* boxes, **** **’* **** very *** *** ***. If, *******, ***’** ** the ******** ** ******* services **** *** ****** don’t ****, ** ** has **** **** *** you.

****: ***, ******* ***’** been ******* **** ********…?

**: ******* **** *** buy **** *****. ** all ***’** ******* ** a $*** ********* **** camera *** ***’** ******* it ** * *** sale, ****’* ***. ** on *** ***** **** you’re ****** **** ******* and ***’** ***** ****** design, *** ***’** ***** in * ************* ****** of **** ******** *** you’re ***** ********, ******** updates **** *****. *** services **** *** ******* from ****. *** ** all **** *** *********** I **** **** *** is ****** *****. * mean *** **** *********** are ***** **** **** more **** $** ******* in * ****? *******, not ******. **’* * small ******. **** ******* than *** ***** ***** given *** ************* **** are *** *****.

****: ****, * **** if *** **** ** the ****, **’* *** like $* ******* ***** the *** ***, ***** is **** ** **** for *** ****** ******.

**: * ** * lot ** ******* **** and ** ***’** *** doing * ******* * year ** **** ********, you’re **** ** *** ready ***. ****’* **** of *** ******** ** be * ********.

****: ** ** **** to *** **** ***** other ************* ******* *** more ****** **** ******** integration?

**: * ***** *****’* an ******** ****** ** continuing ** ****** ******** only ** ************* *** intervention.

****: ** *** ** this ***, ***’** ******* with * ******** **********—* $2 *******, $* *******, $5 ******* ******** ** that ***** **********—****’* **** advice ** ****, ********* they’re *** ** *** end ** ***** ******?

**: *** **** ***** thing *’* ** ** get **** ** ***** thinking ***** ****’* ***** on ** *** *****. The ********** ** ******** administering ******* *** ******** is ******* ** ** outside ***** ***** ** you’re * $* ******* company. ** *** *********. Let’s ****** **** **** a **% ******. ****’* gross, *** ***. ** if ***’** ****** * 30% ****** ** $* million, ****’* $***,*** **** you’ve ***** ** ** gross *******. ***, *** many ****** *** * afford **** ****? *** what **** ** ******** and ********** ** **** have? ** *** **** way **** * *** make **** ******** **** as * ****-****, ***********, viable ******** ** ** cooperate **** *** ****** to **** *** ***** on, ***, ************* *** networking **************, ****** **************. Literally, *** **** *** that *** *** ********* people **** ***** *** into *** ************, ** if *** ****** ****** some ** ***** ****** in **** ****.

Why *********** **** ** **** **** *** ******'* ** **********

****: *’* * ****** confused. ** ******* **** that ** ****** **** as * $* ******* integrator, *** ***’* **** enough ***** ** ***** or ********* ** ** these ****** **-*****…

**: *****, *** ** a ********, **** *’* saying ** **** *** need ** ******* *** client *** *** *** to ** ********** ********. Embrace *** **** **** you’re *** ***** ** be *** *** *** can ** **********.

****: ** ********* ***** IT ************, **?

**: ***, *** **** to ******* *** ****** organization, *** ***, ** is ***** ** ** a *** **** ** it. *’* *** **% is ***** ** ** their ** ************, *** as *** *** **** it, *****’* ***** ** be ***** ********** ******* involved *** ***** ****** department ********. ******** ** going ** *** ********.

****: ** *** ********’* IT ***** ** ********, aren’t *********** ***** ** say "** ** **** don’t **** **, *** their **** **** ** much ****** **** ** guys, ****’* ** *****?"

**: **’* ****** ***** resource **********. **’* **** that *** *** *** last ** *****. ***** are *** ****** ***** for *** ****** ****** the ******** ** ** this **********. ****’* **** we’ve **** *******. **** we’ve **** ******* ***** 2010 ** ****** *** are * ****** *** more *********** **** *** of *** ******* *****. Some ******* ** ****** in-house. *** **** ****. Some ** **** **** IPVM *********** *** **** very *********** ****** ** your ******. *** ***** Insight *******, *** ****** clients. **** ** ***** people **** ***** ** themselves. **** * ***** got ** **** ********* Professional *************, * *** sitting ***** **** * bunch ** ********** ***** people ******* ********** ***** the ******** **** ** from ******* ** ******** in ******** *** ****’** all ****-*********, *******-*********, *** whatnot *** ***** **** they ** **** ** the ********, ********** ******* it ********** ******* ** working **** ** **********. We’re *** ******** ******* into ***** ****.

****: ****, ** ******* about ******, *********, ** the *** **** ***** it ********** ******* ** the **********, ** **** a *****? *** *** of * **** ** that?

**: * ***’* **** any ******* ** ****. I ***'* **** ****…

****: ****, *** *******, but **** ** * general *****.

**: * **** **** that *** ******** ** about *** **** *** the ******** **** ********** hands ** **** * project ******. *** **** is *** **** ** the *******?

****: ** ***’* ***** this *** **** ********. You ****** ***** ********** hands, *** ******* *** talked ***** ************ *** content *********. ** ** I’m ** ********** *** I ***** ** **** extra *****, *** ** I **** ** ***** or *********** ****** ** the ******** ** **** treating ** ** ********** hands?

**: ****’* * **** question *** *** ****** is **** *** ****** the ************ *** *** long-term ******* ********* *** important ** ** **** you *** ****** *** scope ** *** ******* before **’* **** ** stone. ** * ****** is **** ** *** own ******* *** **** don’t **** ********** ****’* possible, *** ******* **** be **** ****** *** will ******** ** * reaction ** ** ********. If ** *** ***** hand, ***’** **** ********** in ********** *** ****** universe ** ***********, ***** is * **** ********** that **** **** *** you *** *** *** make ***** *******************.

****: ** *** *** really ****** ********* **** through **** **** ** storytelling *** ******* ********* that *** ******** ****** as ***** **********?

**: **. **, * hate **** ****. **’* so ******.

****: ** ** *** consulting, *** **** *********?

**: ****** ** ******. The **** ** **** it’s **** *** ** be ****** * **********, to **** **** ****’* possible *** **** ***** it *** **** **** them ** ****** ** make ** **** **** in ***** ***********.

****: ** *** **** to ******** **** **** you’re *********** ** ** that?

**: ***, **’* *********** in ***** ** *** have **** *********** *** then **’* *********** ** terms ** *** *** get ** ****. ** one ** ** ******** clients **** *’** ***** on ***** * **** out ** ********* *** biggest *** ******** ** the ******* ****** ******. AWS ****** ** *,*** new ******** **** ****. You ***’* **** ** with ****. *** ***** we’re ******* ****** ** if *** ***’* ***** studying **** ***, ***’** never **** ***** ** and ********, * ***** that’s **********. *** **** people ***** **** ***** up. ** *,*** *** features ** * **-***** rolling ******. ********** ** something *** ******** ****… So *****’** * *** of *** ********* *** don’t **** ***** ***** 1,500 ********, ***’* * bank ***** ** ** it?

****: ** *** ******* here, ** **** *** integrator ***** *** ***** features ******* **’* ******* or ** ** ******** or *******, ***. *** they *** ******* ** between…?

**: **** *** *** English-to-English ********** **** **** "Here *** *** **** I ***** ***’** ********** in."

****: *** ****’* *** counterpoint, ** *’** ******* been ** ******** ** years, *** ** * need ** ******? *’** be ******* ** ** years.

**: * ***’* ****, man. ** **** ***** for ***, **** *****. That’s * **** ****, Cotton, ***'* *** *** it ***** ***!

****: ****, ***’* **** it ****. ***’* *** it’s ** ********** **** a **** ****** ***** of ***, *** *** saying **** **** **** to ** **** *************, is ** ******* *********?

**: *** ****** * thing ** ********** ***** to ** ** ****** the **** *** ***** clients *** ***** **** only *** **** **** need. **’* * *** from *** ******** ***** time **** ***** ** do ********.

****: *** *****, ** play *****’* ********, **** people *** ***** ** say, "** ******* ** that. ****** * ***, Scot. * ******* ** all ****. ** *’* all ***."

**: ** **** **** true, **** ** ******’* all ** ****** ** figure *** *** *** has **** *** **** show *** * *****. ISC ***** **** ******* in *** **** * years. ** ****’* ******* new ****. **’* **** been ********** ** * theme.

Why ************* *** *** **********

****: *** *** ** that *** **********’* *****?

**: ******* ************* *** only ***** ** ******* the ******** **** ***** they **** ****.

****: ** *** ***** that ** *********** **** better ** ***** ********* manufacturers ** ** **** innovative?

**: * ***** ** integrators **** ****** * broader ***** ** ****** they ***** *** **** diverse ******** ***** ***** the ******** ***** ** go **** ****. *** what ****’** ***** ** substituting ***** *** ******** instead ** ***** ******** surveys. *** **** ****’* true. *** **** *** used ** ** **** really **** *** ***. SST **** ** **** a ******** ***** **** Group. ** *** ** IndigoVision **** *****. * mean, **** ***! *******! An ************ **** *****. I **** *** ******** House *** *** ******—****’* easy. *** *** ********** is ****** ** ****** an ************ ***. *** remember *** **** **** marched ** *** *** of *** ********.

****: **** ** *** integrator **** *** ****** out ** *** * long **** ***.

**: ****’* *******. **** got ** *** ***** where **** ****’* **** what ** ** *** they *** ** *** on * ****** ****.

Why *********** **** ** *********** **** *******

****: ****, ***’* **** this **. *** ******* thoughts **** *** ***** give ** *********** ******* to ****?

**: **** **** ** study ***** ********** ** see ****’* ********* ** other *********-***** **********. * think **** **** ** develop * ******* ********* plan ** **** ***** story, ******* ******** **** they’ve ******, ******** **** they’d **** ** *****. They **** ** **** themselves ******* **** ****** in * ************* ***. If *’* * $* million ** * $* million ********** *** ****** one ***** * **** to ** ******* ** potential ********* ** "*’** collaborate **** ***." ************* is *********. *************, * lot ** **** **** make * ******** ** pretend **** **’* *** important ****** **** ******* the ****** **** **** need ***** ************* *** input. ** **** ****’** do ** **** **** them *** *** ***** and ** "****, ***’* forget ** *** ********* on **** *******." **** need ** ****** ***** what *** ***** ***. You **** ** ** your ********. ** ****** about *** ***** ** your ****, *********** ********, Tell **** ******: "**** is **** *’* ******** to *** ***** *** this ** **** * need *** ** *****." And **’* ********* ** remember **** **** ***’* like * ***** ******. You’re *** ***** ** be ***** *** ********* on ****** *** **** on ****** ****** *** your ************ ** *** new ***. **’* ***** to ** ** * ramp **** ****. ***** will ** **** ****** who **** *** ****** and **** ******** ** work *** *** ***. They **** ** ** allowed ** ******** ** made ** ****** ** find ********* **** ** be. ***** **** ** some *** **** **** to ** ***** ** because *** ***** **** will ** *** ***** and *** *** **** will ***** *** *** new ****** ***** *** the ******** ****** **** continue ** **** *** current ***. *** ** I’m ***** ***% ******, you **** **** ** be ********** ***** **** your ***** ****** **. You **** **** ** number * ********* ***** working **** *** ****** was? **** ***** ******, but **** ****** **** to **** ****** "**’** the **** ******** ****** control ****** ** *** market," ***** ** ** course ************. *** **** to ***** ** ***** of ****** **** *** verifiable *** ** ********* when *** ** **.