An Honest Integrator On The Truth About RMR

Author: John Honovich, Published on Jul 05, 2016

It is cool to want recurring monthly revenue (aka RMR).

But integrators, especially for professional / enterprise customers, are a bad fit for RMR / SaaS. Truly, this is obvious to anyone who understands what enterprise customers want / need from security integrators.

Unfortunately, this is too often overlooked. But one integrator took a clear public stand.

** ** **** ** **** ********* ******* ******* (*** ***).

*** ***********, ********** *** ************ / ********** *********, *** * bad *** *** *** / ****. *****, **** ** ******* to ****** *** *********** **** ********** ********* **** / **** from ******** ***********.

*************, **** ** *** ***** **********. *** *** ********** **** a ***** ****** *****.

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

*** *****, *** *********** ****************:

*** *** ********** *********,our *** ** *** ****, *****, *******, ******** ******* *** ***** *******. ** ***** ****. You get into a big enterprise customer and they’re knocking down a wall, building a building, moving a lab or just growing as an organization. I’d rather have those all day long than a $29.95 account. It’s hundreds of thousands of dollars. If you as a company can provide that level of support to maintain that customer over the long haul, you can make a lot of money.

********* ** **** ******** ***managed ******** ***** ** ****** ****** ** *** ************* *** ********* providing those services. They want you to do that, but realistically, for * ****** ******, ****’** *** **********. It doesn’t make sense, so we’re not going to retool to go after that market. [Emphasis Added IPVM]

** *****.

***** ** * *** ** ******* ***** ** ** **** from ********** *********. **** * ******** *** * *** ******* cameras ** **** *******, ***** ***** ***** ** ***** ** be ********* *** **** **** **** ****. ** ** *** literally ***, ** *** *** **** ** * ********, *** being *** ********* / ******* ********** ** ** ********** ******** is ***** ********** *** ******.

******* *********, ********** ********* **** *********, **** ** ** **** averse *** *** *** ******* **** ** ****** *** ***** or ********* *** ***** ********. **** *** ** **** ****** than ******* **** *** **** ** *** ****** ** *** low *** ** *** ******.

*** **** $**.** * ***** ******** **** ** ** *******, that ** ***** ****** ***, *** **** **** *** **** offerings *** **** ******** (**************,******, ***.) **** *** **** ** * **** ***** ****** to ** *********.

** *** *** * ****-*** **********, ** * ****-*** **********.

Comments (47)

*'* **** **** **** *** */* ** *** ******* ** your **** **** ******, *** **** ** * ***** *******, and ** ***** ****** **** ******* *** ***** ** **** to **** ***.

****, ******, ***.

**'* ***** ****** **** ** *******. **'* *********** ****** *** **** **** ** **** ******** ** *** Place**** *****, *** ** ** *****.

****, ** ** ** ********* ******* ** *********.

******!! **** **** ****

********** *****.

***, **** * ****** ** ***** *** ***** ***** ****** month ***** ***** ** ***** **** **** **** ** **** RMR ** *** **** ** *** ****** *** **** *** ones **** ***'* ****** **** *** ****** ** *******.

*** ********** ** ********** ** ******** **** *** ******* ** not ****** ** ********** * ******** ******** ************** *** **** the ***** ** * ****** *** ** **. ** **** as **** ******* ****** ** ********* *** *** ****** *** turns **** ******* ******** ******** *******, *** ** ******* *** bandwidth *** *******, **** ******* *** ** ******** ******* ****** in ***** *** **** ** ********** **** ******* ** ************* not **** ********* ** ** ********** *******.

*** ******* ********* ******* ****** ** *******, *** ******* ********/***** still ***** ** ********** ********, *** *** **** **** *** a *** *** ** **** **** ***** *** **** ****** of ******* *** *****. ***** ******, ******, **** ** *** newer ***** ******** ********* ** ***** ** ****** ***** ******* models ********* ** ***** **** *** *******/** ***** ****** *** security *****. **** ***** ***** *** *** **** ******* *** additional ******** **** *** ** *** *** ** **** ** the **** *******.

**** ****, **. *****

*, **** ******.

*** ** *******, ** **** ** ********** ******** ******* ****** have ** ** ********* **-****. ******* **** ** ** **-****, Locks **** ** ** **-****, ******* **** ** ** **-****, etc.

**** ** ********** ****** *** ******* *** ***** ******** **** services.

**** ***** *** *********** ******* ** **** ***?

******* ***** *****, ***'* *** *** *** * ****** *********?

*** *** *** * ****** *********?

** *** *** *** **. *** ***** ** **** ** is **** *** * **** ********** / ********** / ********** integrator ** *** * *** ** ***. *** *** ** maintenance **********, *** ** *** **** ****** **********, ***. *** fundamentally **** **** ** * ****-*** ********** ** ******* *****, because **** ** **** ***** **** *** *** ****-*** ******** user.

**** *************, ** **** *** *** ******** ** *** *** simply **** ******* ********** *** ***** ******* *** ***** ***** / ****** ** **** ** ********. *** **** ** (*********) a ************* ********* ********.

**'** ** **** *****. ** *** ********** ****, **** *** willingness ** **** ***** ************, *** **** *** ******** ** deliver *** ******** **** ****, ********** ********* **** **** *** busy. * ***** ********** ** ***** ********** ********* ********** **** you **** ** **** * **** ******, ***.

****** ** ********* *** *** **** *** **** *******

******* ********* ****?

* ********

* ******

* ******

******** ** *** ***** ** ***** **********, ***** * ******* invoice ******** ** *******, ******* '***' **** * ********.

*** *** **** **** ** ***,**** * ********* ***********, ** **** **** *********, ***** *.*., *********** ***** **********.

** ******, **********, **** ** *** ***** ********** **** *** customer's *********** *** *** ******* **** *** ******** *** ********* hard.

*** *** **** ** *** **** *** ** ***** ***** don't ******* *** ****** ** **** **** ******* *** **** outsourced *** ****** ******* *** ******* ** *** ******, ***** using ***** ********** ** ** *******.

**** ***** *** ***** **:

***** *** *** ********* ******** ** "*********" ****** **** *** stick * ****** ** ** *** **** "**********," **** ** so **** ** *** *********** ** *** ******** *** ******** RMR!

* **** ** ** ** * ************ *** *** ** focused ** *** *** **** ****. **** ****** ** ***** on ********, *** ******'* ********** **** *** ******** ** **** the ** *******. **** *** ***** * ****** ***** *** division ******* **** ********** *** ******** *****.

* ***** ** **** **** *** ******** ** ******** *** RMR. **** * ******* **** ** *** * ******** ** SI ********** **** ******, *** ******** ** ***, ** ***** be ****** *** **** **** ***....

** * *** **** ******* $**/******* * ******'* ** ********** in *** ******. *** *** *** ****? ****/*******/*** ******* *** $50-100/month/account. *** *** ******* *** ** $**/**** ** ****** *** your ******* ******* ****** ** **** * ***** ** **** an *****.

**** ***** ****** *** ***** **** **** ****** ***** **** at **** *******. (** **** *** *** *** ***** ** pay *** * ************) * **** **** ** ****** ******** to *** ***** ****** ***** ** ** "**. *****" **** the ******** ** *** **** ******* ** ***. *** ***********, it ** **** * ***** ** **** *** ****** ** talk ***. *** *** ***** ******** **** *** ***** *****, it ** *** **** ****** **** **** ** **** *****. Everyone ***** ** ** ** **********, *** **** *** ** not ***** **** **** ** **** **** **, ** **** need ** **** ****** ** ** *********.

***** *** **** **** ****** **** *** * ***** *** discussion *** ** ***** *** **** *******; ** *********** ********* provide ***** ** ************/********** *********? ****** ***** **** **** *************, distributors, *** *********** **** ***** ** ****** ** ***** ********** clients, * ***** *** **** *** ***** *** ** *** always *****.

**** ***** ********* ***** ******** ********* ** **** ** ******** systems ***** *** ******* ********** **** ** ********** ******* ***** is ******** ** ******* ******* ********* ******** *** ******** ********* across **** ********** (*.*. ****** *******, *********, *****). ** **** scenario, *** ******** ***** **** ** ** *** ******* ****** experts ** **** ** ****** *** ****-******** *********** ********* ***** the **********'* **** *** **** **** ******* ********** **** * specific ******* *** **** *** **** **** ** ***** ***. Granted, *** **********'* **** ****** *** * **** ******* ********* base *** *** ***** * *** ** "**** ** *** at ******* ****..." ** *** *****, *** ** ** ******** that ** *** ******* **** ** ***** ** **-***** ********* on ******** ********. *** ****** ********/************* ** * ********** **** start *** ***** ** ** ********** *** ******* **** * product ***** *** ** * *****, ******* ***********.

* ********** ******* **** ***** ** * **** ************* *** valuable **** *** ***** *** *********** ** ****** ********** *********, I **** ***'* **** *** **** *** **** ** ******* to ****** **. * ***** **** ****** *** ***** ******* spent ** **** **** ** *** ****** *** ****** **** playing **** ************* *** ************ ** ******* ******* ** *********** and ****-*********** ********. * **** * *** **** ******* *** an ********** **** ***** * ******** ** ** **** ****** themselves *** ****** ** **** **** ****** **** * ** for *** *** ***** ****** *** ****** ** ****** **** a ******** ****** *** ****** ** * ******* ****** ******* them. **** **** ***** *********, ****** * **** ****** *** true *****-***** ******** (**** *** **** *** **** ***** ** noted *****) ***** * **** ****** **** **** ******** **** trying ** ****** ********** ******* *** ********** **** ** ******* a *** ***** *** *********.

*, ***** ********, ****** *** *******!

****** ***** **** **** *************, ************, *** *********** **** ***** on ****** ** ***** ********** *******, * ***** *** **** the ***** *** ** *** ****** *****.

* ** **** **** ** *** ****. * ** *** know **** *** ***** *** *** **** *** ***** *** definitely *********** *** ***** **** ** *** ******* ***** (*.*., those **** *** ******* ** *** *** *** **** ****** order ** **** ******* ** *** *********, ***.).

*** ** ******* '**** ***** *********' ** ***** *** *** something **** ****** **** * ** ********. *** * ** thinking ***** *********, *******, *********, ***** ***********, ***. ***** ********* are ********** *** ********* ** * ******* ************ ****.

* ** ********* ******* *** *********, ***. ***** *** ********* and ********** ***** *** ** **** *** *** ***** ** demanding **** ********* **** **** ***** *** ******** ******* *** work ******** **** ******* ** *************, ***.

*** **** *****, *** *********, ******, *********, ***** ***********, ***. a **** ***** ********** *** ********* *** * *** ** value.

* *** ** *** *** $* - $** ******* *********** fall ** **** ****. **** * *** ** **********, ** were ** **** *** * *** ** *** ****** ******** integrators ** ******** **** ** **** *** ** ****.

*** ***** ***** ** *********, **** **** ******* ************* * variety ** ********* ************ (*** *** ** ***** ** *******, another ** *** ******** ****, *** **** *** * ********* reader) *** ******* *********** **** *** ****** **** *** ******** products ********, *** ********** *** ****** ** *** ************.

**** ** ***** *** ******* ********** ******* *** ** ***** valuable. ** ** **********, ** ** ******* * ** * small ******* ** ****** **** *** ********** **** *** *** user ***** **** *** **** ** ** *** ******, *** an ********* **** ** * ***** ********, ***. **** **** value.

** **** ***** ****** ****** ******* ** ** ****** *** for *** ***** ************* **** **** *** ***. *** ********** clients ** ***** ***** ***** **** ******** * ****** ********. Additionally, **** ********** ******* **** **** ******** *******, ** *** party ***** ********** ** *** * ****.

** ****... * ** ********** **** ***** **** **** *** RMR ********. ** *** **** ***** * **** ** ********. I've **** ************ * **** *** **** ***** ** * grow ** **** ***** *** ** "******." *** ****** * talked ** *** ****** ** **** **** ** *** ***. The ***** **** ****** *** *** ***** ** ***** "****** in *********" *** ***. * **** ****. ** ******** **** has ****** **** ******-**-****** **********. ** **** *** ******** ** word ** ***** *** **** ******* *** ** ****** *** capability. ** **** *** ***** ****** ******** *** **** ***** hospital ****** ** *********. ** ****** **** ***** ************* ***** around, ** ***** ****** ******** ****. *** ****** ** *** that ***** ** ********* **** *** ****** ******** **** *** just *** ***** ********.

** **** ***** ****** ** **** * ***** **** ** all ******* ** ** *** *** **** *** *** ******** base *** **** ** ***. ** ******** * ********** *** out ****** *** * ****** ** ******** **** *** ********* are *********** ****. ** ** ****** ******** ** **** **** the ******** **** ** **** ** ** ******** *** **** level ** ******* *** ********.

* **** ***, ** ** **** * ******* ******* ******* background ***** - *** *****. **** ******* *** *** ***. It *** *** *********. ** ** **********. *** *********** ** the *** ********* ******** *** ****** *** ********* ****** ********** for **** *****.

**, ******, ***** ******** *** ******** ** ******* **** ********!

*** *** ***** * ***** ** *** ********** ** ********* / ******* ********* ****** *** *** *** ** *** *** businesses?

**** ***** ***** *** ***, * ******* ******* **** "** have **** ******...**'** *** ****** ** **** *** *******."

* ********, **** ******* *** ****** ****** *** ***** *** dwindling ** **** *******, **** ******** ** ***. **** **** us *********** **** ** ***** **** *** *** **** ***. Going ******* *** **** **** * *** *******, **** ***** the *** *** ****** **** **** ******* ******* *******, *** do **** *** *** *** ********** ** ***** **** ********. However *** ***** ****** *** ***** **** ** ******* ** any **** "******" ****. **** ** **** **** ********* ******* getting ******* ** *** **** ****** **, *********** **** ** charging *** ****** ***** *** ****** **** ******* ******* *******. The **** ******** **** ** **** **** ***** ***, ****************** industry ***** * ********** **** **** ** ** *** **** boat. ******** *** ***** ****** **** **** **** ****** ****. And ** ****** **** ** *** ***'* *** **** ** left ******.

*** (********* ***** *******) ** ******** **** ****** ********* ** a ********.

** * ****** ******... *********** *** ***** ** ** ****** by *** ****** ** ***** ******* *** ***. **** *****’* and ****** *** ******* ******* ********* ** ** ***** *** integrators **** ****** ** ********* **** **** ***** *** ******** drastically ** *** ******. *** *** ******* *********! *** **** guys ***** *** ***** *-** ***** ***, *** ****************** ******** (which * **** **** ***** ** *** **** ** *****) has **** ******** **** **** **** *** * *** *****, the ******** *** ***** ******** **** ** ******* ******. **** this ********* *** *********** ***** ** *** **** ****** ******* on ****** * **-**% ****** ** *** ***** *** ******* 50 %+ *** ***** ***** **** ****** ***********. *** *** platform **** **** ********* **** ****, *** ********** **** ******/ Build * ****** *** * ******, **** **** *** ***** direct **** *** ** ***** ( *** * ***** ***) Install *** ******* ***’* ** **** *** **** ****** ** RMR ** *******, *******, *********** *** ******* * *** ***** of ***** ***********. **** **** ** ******* **** ** *** bundle. **** ********* **** *** ***** ****** **** ****, ********, or ********* ******** ***** **** *** **** ** *** ******* order ** ***** ******. ****** ********* **** ** ********** **** go *** *** ****. ** *** *** *** ********** ****** make *** **** ***** ** **** *** ******* **** ** would **** **** ***********. *** ** ******* *** * **** seen ** ********* **** *********** *** *** ** ** ** as ****, ** *** ****** **** ** ********. **** ** point * *** ** *** ******* **** ****” **** **** IP * ***’* ********** **, *** * ***** ***** **** it ** *** ** ** *******” **** ***** **** ** telephone ******* **** *** *** **** *********** ******* ** *** past *** ***** *** ** * ****** ** **** *** the ******* ********* *** ************* ***** *** *******, ***** **** “hosted *********” ** ***** ********* **** *** ******* **** ****** as ** *****. **** ** ** *** *** ******** ** re-shaping.

*******, **** ** ** *******. ***** ******* *** ****** ***** but **** ******** **** ********* ** **** ******** ***** *** the ******* **** **** *** ***** *** ****.

*********** ******, **** * * *****, * ****** ****** ****** is ***** *** ****.

  • *** ********* **** *** ****** ****** **** ** ** $ 1,000.00 *** ****** ********* ** **** *** ********** ** ************ and ****** ****, *** *** *** *** ****. ** ***** on *** ****** ***********
  • **** ********* $*,***.** ** $*,***.** ********* ** *********, ************ $*,***.** ish, **** ********* ******** ** *********.
  • ***** **** $*,***.** *** ***** ******* ** **, *** **** example ** **** **** *** ******* ***** ** ****** ** sell. *** ****** *** **** *** ****** ** ** ** make * ** ***** ***.
  • ***** ******, ********* ***** $*,***.** (**** **** ** *** *** time ******* ***) **** ****.

*** *** ******, ** ******** ** ***** ******

****** *** ***** ****** *** ***** *** $ ***.**

  • ****** ******** ** ******** ** ***** **** ******* ** **% max ****** ** *** **** *****. $ ***.** ( ** assist ** ******* **** ****)
  • ************ ** $ *,***.** ********* **** *********) *** ** *** not ****** ********* ** *********, **** ********* **** **** **** installation.
  • ***** ******* **** $ *,***.**
  • **** ****** **** *******/*** ********* ** ******** ** ($ ***.**-*,***.** from ********)
  • ***** ****** ******* $ *,***.** -**
  • ***** ****** ********** ******* $ *,***.** (****** *** ******** **** Installation)

**** ****** **** *** ******* $**.** *** ****** *** ***** for ******** ********, ******** ***********, ** ******* ********* ** ***’* etc…... **** ***** ** *** * ****** ******** **** ***** NVR *** *******.

********** **** **** ******* ** – **% *** *** ***** company *** ****** *** *****. ** $*.** *** ****** *** month. ** $ *** *** **** ***** *** *** *** the ********** *** *** *** *** *** ******* *** ** the ***** **** **** **** **** **** **** *** ******* years ** **-******** ****** ** *** *** **** ******.

***** ******* ****** ********* ** *** **** ** *** **** /NVR, ****** ** ********* ****** *** **** ****** ***…., ***** adds **** *** *** *********** *** ***** *** ******* ****** but ** *** *** *** ********** **** **** **** ***** but *** *** ** **** ** ** ** **** **.

***** **** *** *** ******** ** **** ***** *******, ** licensing **** ** ********, *** *********** ** ******** *** ** fork **** ******* ****** **** **** **** ******. **** ** more ********* ** *** ******** *** **** **, *** ****** the **** ** ** ****. **** *** *** ******** /******** and **** *** ******** ** *** *** *****. **** ******* also ****** *** **-**** *** **** ***** ****** ** **** will ****** ***** ********, ******* *** *** *** ****.

**** **** *** *** **** **** *** ** **** ***** happen, *** ***** **** *** ******* ***** **** **** ***** customer *** ****, ** *** ******* **** ****** **** *** these ******* ******** **** ****** ***** *** ******** ** ** charge *** *** **** *** * ***** ******* ***, *** show **** ** * ** ***** ***** ** *** **** financial ***** **** **** **** ** **********. ** *** **** that * **** **** ** *** ********** **** ** **** good *** *-* ***** *** **** **** ****** **** **** to ** ******** ****** **** *** ******* /********. ** ** your ****** ***** ** **** * ***** ******, ******** ******, data ******, **** **** **** ** ******** **** **** ***** to ****. ********** ***** ********** ** ***** ***** ******* ***** days. ******* ***** ********** *** ** ***********, ** ********* ****, redundant *******, ** ********* ****** ********, ** ***** ******* ******, security ** **** ( **** *** ***** *********) *** ******* is ****** **** ********* **** *** *****, ** **** ** wear ***, ********* *******, ** ******* ****, ** ****** **** for ***********, *** *** ****** ********, ** ******* ******* **** port ********** ******, ** ******* **** **** ****** **, ** obsolescence ** *** ** ******** ******* ** ** ****’* ********. And *** **** **** ** ** *** ****** ** **** better *** ******* **** ***********. *** **** **** **** ** I ***, **** ** *******, **** *** * ***** *** first ***** **** ** ** ** ** *** *** *** how **** **** **** *** *** ** ***. ** ****** that **** ** *** *** ** * ****** ****** *** not **** ****** ********* ******. * **** **** **** *********, even *** **** ********, **** ***** **** ***** **** *** need * ****** *** *** *** ******** ********* **** ** and *** *** ***** ******, *** **** ** **** *** next **** *****. * **** **** ** ******* **** *** years *** *** ** **** ******* *********** ***** *** *** guys (*************) *** ******* *** ***** **********, ******* ** *** end **** **** *** **** ***** *** **** *** **** in *** ********* ****** ****** * ****** ** * **** but ** **** ** * **** *** *** *** ****** stays **** **** ** *** **** * *** ****** ** the ***. ****** **** ** **** * *** **** * consultant *** **********’* ****, ** **** **** **** ****** *** watch *** “**** ** *** ******” ******** **…..***** **** *** be?

*****,

****** *** *** ******** ********.

****'* *** ********* * **** **** *** * ****** ****** you *******:

[***********] **** ********* $*,***.** ** $*,***.** ********* ** *********, ************ $1,275.00ish

[*** ******]***** ******* **** $ *,***.**

*******, ** *** ***********:

**** *** * ***** *** ***** ***** **** ** ** go ** *** *** *** *** **** **** **** *** get ** ***

** * **** ******* *** * ******* **** ****** ** your ***** ****** **** *** *********** ***** ** *** "*** 8 ****** ****** ** ****** / ****** / ***. $***"

**** ***** ** *** ** *** *** ******* **** ** 7 ****** ***** ** *** ******* *** *** ********** *** it ******* ** **** ***** ** * *** ** *********** at *** * ****** ***** **** ****** ***** ********* ** a ******** ** **** *****.

* ********** ***** **** ************ ** *** *********** *** ** average *** ***** ** ** ** ******.

* *** ** *****, *** ** ***** ** *** ****** made ******* **, * ***** *** *** ****** ** *** industry *** ***** **** ***** ** *******.

* ********** ***** **** ************ ** *** *********** *** ** average *** ***** ** ** ** ******.

* *** ** *****

*** *** *****, ** ***** *** *** ** (*.*., ******'* core ******). ***** * *** ***** ***** ****** ** ***** businesses (*********** ***********, *****, ***.). * ***** ********* *** ****** equipment ** *** '********' *** ***** ********. *****, *-***, *****, you **** **. ** ** **** ** *** * **** brand (**** * ********* ** *****) ** ***** ******.

*** ** ******** ** * ***:**********, ************ ** *** *********** *** ** *******(** ***** ** size) *** ***** ** ** ** ******.

*** **** *********** ***** ***** ****? (**** *** * *-** cameras ******).

*** **** *********** ***** ***** ****? (**** *** * *-** cameras ******).

***** **** ******, **'*, ***'*, ***. ********* ***** ** ** 8 ******* ******* ** ***** ******** ******. *** *** *** 12 ** **, ***. *** ********* **** ******** ******** **** the ********.

*********** ***** '*****' *** **** *** **** *** *** * camera *** ***** ******. *** ******* ***** *** *********** *** is ******** ******** (**, **, ***.) ** *** **** **** the *** *****.

**** ** ****:

** ** ****, *** ** *** *** **** ** ***** recording. ** ***** ** * ***** *** *** **** *** number ** *******.

****** * ****** ***** **. **'* **** * ****** ** belief. **** ****.
*** ** *****, * *** ** *****.

*** *******, ** ** ******* ****** ** *** ******/***** *** tools *** *** ********* ******* ** ****. ***** ********* **** offline ******* **** ***** ** ******* ** *** ** **( offline **** ** ***** ** *** * ****** ****). *** we *** *** *** ***********: ** **** ** **** ***** the ********, ** **** ** **** ***** ******* *** ****:-). It's **** ******** **** ***. **** ***** *** ** ***** our ******(** ***).

*** *******, ** ** ******* ****** ** *** ******/***** *** tools *** *** ********* ******* ** ****.

*** ****, ** ** ***. ** ***'* **** *** *** physical *** ****** ** ***** ****** ** ***** ******* ****** or *** ******** ********, ***., ***. *** ** ** ** cloud *****.

*** *** ***** **** ***** ************ ******* ** **** *** need ******** ******* **** **** ** ** **-****. **** *** need ** ** ****, **'* ****** ******* **** ** ***** in *** **** *** **** *******.

**** **** (* *****, * *****, ** *****, ***.) *** knows. *** *** *** *** *** ********* ******, ****** (*** their ****** ** ******** *****) *** ******* ****** *** ****** over **** *** **** ** *** *** ***** ************ ******.

** ******** ** *** ******** ********. ** **** ** * Lorex **** ****** ***** ****, ( * ***** **** **** the ********** *** ** *** *** ** **** ***** **** "I **** *** *****!!!!" ) ****, * ***** ****** *** analysis, ****** *** ************. ******* ** * ** *** ********* the *********, **** * ****** *** ********** **** ***** *****, analysis, ******, ************ *** **** *******. * **** ******* ***** what ****** **** ** *** *** ***** ****** **** **** now *** ***. ** ** *** *** **** *** **** they **** *** ** ***** **** * **** ** ***. And *** **** ******* **** *** *** *** * *********** agreement, ****** ******* ( ***:) ) ** *** * **** higher **** *** *********. ...***** **** **** *** ************* **** the ******* **** ******** *** *** *** *** *******, **** I **** ** ***** ********* ****:) ** *** **** **** I **** *****, ***** **** *** **** **+ ***** ** the ********** ***** *** ****** **....***** *** **** ********.

*** *** * ****** ****** *** **** ** ******* **** real ******* ( **** ** ***********) *** ** **** **** on *** ****** **** ******, ******* *** ****** *** ****** the ******* *** ***** ***** *****. !!! ******* ** *** large ******* ** ****** *** *** ** *** ******* *** all **** **** **** **. ** *** ***** **** ** are ******* **** ** * ****** ***** **** ********* ***** now, **** *** *****. ** ** **** **** **** **** until ** ****:) ***** *** **** *** *****.

**** *** ********:

"*** ******** ********" ** *** **** * ********** ***** ** lemmings. *** ******** ** ******** ***** ******** ******* ****** **** the ******** ** ***** ********** ********* ******** ***********, *** *** differences ****** **** ****** *** **** **** *** **** **** purposes. ********** **** ********, *******, ************** ** *****, ********** *******, ownership ******, ********* ********, ********* ***** ****** ** *** **** "business" ** ** *** ** *********. *********, ***** ** ****** of **** *** ********. ***** *** ********** ********* *** ******* see *** ***** ** ****** ******** *** **** *****'* **** everyone *** ** **** ** ***** ** **** ** *********. Large ********** ********* **** ********* *** ********* *** ***** ******* in ****** ********, *** **** *****'* **** ******** ** **** will ******* **** ******* ** ***** *****.

*** ******* ** **** **** ***** *** ******* ** **** general ******** *** **** *** ** *** ***** ********* **** article ***** ******* ****** *** **** *** **** ** ***** new ****. ** *** **** ** *** "***********" **** **** after **** "***********" *** *** *** ********** ** ***. *** relatively ***** *****, **** ****** ** ***** ** ******* *** interpretation.

*** ******** **** *** ******* *** *** ****** ** **** must ***** **** ****** *** ************** ** ***. ******* ** is ***** **********, ******* ***********, **** *** *********** ** *** other ***********, ****** ********* ****** *** ******* *** ** *** deal *** **** ******** ** *** *** **** **** ** whether *** ** ********* *** *********** ******** **** ****, ***** subsidiaries, ** ***** ****** ********.

* ***** *** ****** ***** **, ** *** *** *** now ******** *** ** **** ******** ** **** *****, *** better **** * ***** ** **** ** ****** ****** ************.

** *** **** ** *** "***********" **** **** ***** **** "convergence" *** *** *** ********** ** ***.

**** *****. *********** ** * ******** ** ****. *** ***** be *** *********.

** *** *** *** *** ******** *** ** **** ******** at **** *****, *** ****** **** * ***** ** **** or ****** ****** ************.

***? **** ** ************ ******* ********* ***'* ***** *** *** are **** - ***********, ***********, *******, *** *********, ***., ***. And **** ** **** **** **** *****. *****'* * **** history ** ****** ****** ********** **** ** ****.

* ** ********* *** ********* **** ********* ******* *** **********, just **** ********** *** ************ *** ******* ** ******* * high ***** ** ********* *******.

** *** ** ******* *********. * *** ****** *** ******* to ******** "***" **** *** ******** *** **** ** *** heart ** *** *******; ** ** **** ******* *** ** get ****** ******** **** * ********. ******* ** ** ********* under * ******* ******** ** ** ******* **** ** ********** of *********** **********, * ****** ******* **********, ** *********** **** enterprise ********* *** ***** **** ***********, *** ***** ** *** business ****** ** ****** *********, ** ** *******, *******, ***********, grocery ****** ** ******** ***********, *********, * ***** ***** ** the **** ***.

***** *** ** *** **** *** ******** *** **********, * tried ******* ** *** ** *** **** ** ***** (***** with ****). * ***** *** **** * **********. **** ** it?

****, * ******* * *** **** *** *********, *** *** above **** *** ** ********* ******* *******. **** * ****** for *********** **** *** **** ***** **** ***, * ***** find ****.

***:

* ********

* ******

* ******

****:

* *******

* *

*

* ******

* **** ** ***** **** *** *****. ***** ***, ***** is *** ********** **** *** **** ** **** ** **** with ***** ******** ** ****** *******, **** **** ****. ****** just ******* *** **** ** **** * ******** ****** ****** does *** **** ********,...*** **** ** **** * ******** ***** on * ***** ****** *** *** **** ** *** ******, voIcemail, ********* ** ******....*** ** ***** ** *** *****, *** we ******* *** ** ****. ********* ***** ***** ******* ***** now *** ** ******* ** *** **** ** ******* *********** ( ******* ******** *********** ** **** *-* ***** ), * would *** ******** **** ****** **** ****** *******. ** ** not *** ****** ** ***** ** *** *** ***** ******** such **, ***** ***, ***** ***, ***** ******* ( ** much ** *** ****) ***** ******* ******* ( *** *** doing **** ** * **** ) ***** ***. ******* *** systems ** ***** ********* **** *********, ( **** *** ****** at **** *** **, ** **** **** *** **** ** the **** ** **** **** ***** **!!!!) *** *** **** goes **. ** *** **** ***** ** ******* ******* ********** RMR ** *** ***** **** ** **** *** ******. * say **'* ********* *** *** *** ***** ** *** ***** just **** ******, ** ** ******, ** ** *** *** roadshows *** ***** ** ***. **** ** *** **** ** shaping ******. ********* **** *** ** ******** ** **** * living *** ***** ***** *********. **'* ****** ** ** ** integrators **** ** ** ***** ** **** **** **** **** want ** *** **** **** ** ***** ***********. ****** **** is ** **** **** ** ****** *** *** ** ** business. **'* **** *** ** **** *** **** ** ****** for ** ** ** *****. ****'* *** * ** ******. And *** **** ******* ** *******, ** *** **** ******* are ****** ******** **** *** ***, ** ******** *** ***** patients ***** ***!. *** *** **** ******* *** ********* ** patients ** ******* *********, ***** **** *** **** ** **, using ***** ************ *** ** ******. *** **** *** ** the **** ****** *** **** *** ** *** * ****** every **** *** *** **** *** **** ** ********* *** treated **** *** *** ( ** *** **** **** *** Cloud, *** *** **** **** ****) ***** *** ***** ** friends ** ***'* ************* ***** ********* *** *** ******* **** day **** **** ** **** ******, ...*** ******* **** ** the *** **** *** ***** **** *** ( ****'* **** they ****** ** **** ****) ***** ****** ** **** ** being * ****** ******) ** *** ******* *** ******* *** pants *** ***** ****........*** **** **** **** *** **** ****.

** * ****** ** ** **** ****, **** **** *** fast ****** ****** **** ***** ***** **** * *** ******, i.e. ****** **** ***** ******, **** ****** ***** ******** **** for **'* *** *** **** **** ** ( **** ****** controller ** *** ***** ******* **********) , *** ***** **** you **** * ******** ** **** *** ** ** *** up. *** *** *** **** ** *** **'* *** *** self ******** ( **** ******'* ) ** ** **** ***** the ********* ** *** *** ******* *** ***'* *** ***** that ** * ****** *** **** ********** *** **** ******** they ***** ******* ***** ***? * *** ***. *** ****** coming **** *** * *** *** ***** ***'* ***:)

*** ***'* *** ***** ** * ****** *** **** ********** and **** ******** **** ***** ******* ***** ***? * *** yes...

***** **** **** *** ************* **** *** ******* **** ******** and *** *** *** *******, **** * **** ** ***** something ****:)

** *** **** ***** *** *** ***** ********* ****? ***, 5yr?

****'* *** **** ***** ***** ***.

**** ** **** * ******, ** ********* ******* ****, *****, Intrusion *** ****** *******. *** **** *** ********** **** ****; I ****** ** ** * *** **** *****'* ******* ***. Our ******* ****** ** ***'*. ** **** ******* ********** *********, but *** *** ****** ** **** ********** *** **. * do *** **** *** **** ** ****** **** ********** *********; you *** **** *** ******* ** **** ** ********* ****. Look ** **** ***** ******** *********** ********* *** *****, ** you ***** **** *** *** ****** ***** **** ********** *********, think *****. ****** * *****, ***********/*** *** **** ** ******* yourself ******* *** **** ** * *** ****** ** ******* is **** ********.

***** *** ****** ** ************* *** ***/******/****..***. ** *** *** market *** **** *** ********** *********. *** ******** ** **** steady ******* ** *** ******* ***** *** ***** ********** **** times *** ****, *** ******* ****** ******* **** ***** *** good. ** ** *** *** **** * ****** ****** *** an ****** ****, ** ***** **** *** ******** ***** ******* laying ****** ***. ** ***** ** ******* ***** ******* ******* any *** ******* *** ***** **** * ****** *******.

** *** *** **** *** *********:

**** (******* $*,***/****/******)
****** **** **********, ****, *** ********* ******.
**** ***** **********
**** ***** ******** ************* (******** ************* ** **** *** **, we **** ********* ** **** ***** *** ***** ********** ******* with ****** **** ***********, **** ***** **** ********* *** **** for *** ******** ** **** *** ***** ***** *** * fire ****** ****** **** **** ** *****).

****/****** *******/***** (******* *** $***/****/******)
**********
******** *************
****** ******/**********
** ****** *** ****** *** ****
***** ************
****** ***** ************* (** **** **** ** ***'* **** **** us ** *********** ***** *** **** **** *** * ***** monthly *** *** **** *******)

*********** **********:
******* *** **.**/******* *** ********* ******* ***** *** **** *** is * ***** **** ****** *** ******** ***** *** * different ****** *** ********* *******. ** ******* ****** * ******** into * ******, ** ***** **. *** **** ***** ** do *** ***** ** ********, ********* ** **** ** ***.

* **** **'* ** ********* **** **** ** ***** ********** from ** *** ********. ** *** ** *** ***** ***/*******/*****..***. For **, * *** ** **** *** **** ******* **** I **** **** ** ***** $**,***.**. *** ******* ***** **** it **** **** ** ***** $*,***,***.**. **** ** * ***-*** for ********; *** ******* *** *********** ****** ******* ** ************* and *******, ***** **** **** *********** ****** ******* ** ************* and *******, *** ** *** **** * ***** ******* ****** for ******** *******. ** * ****** ** ****** *** **** of ***, **** *** **** ********* ** **** **** **/*/***.

*** ** *** *** ***** ********. **** * ******* **** loves *** ****** **** ******* ****** **** ******* **** ******* ;).

**** * ******* **** ***** *** ****** **** ******* ****** cash ******* **** ******* ;).

***, ***, ** ** *** ****** *** ******** ****** ************* so ** ***** ** ******* **** *** ***** **** ******* from *************.

* ** *** ******* *** ** *******. ** ******* ** whether *** ** **** *** *** ******** *** * ***** offering / ********. **** ****** *** **** **** ***, ****** don't.

*** *******, ** ** **** ********* *** '****' ** '******' a **** ** *******, ** ***** ** **** **** ** justify * ************. ****'* *** ** ******* ** ******* ** 10 *** ******** * ****, ***** ** ***** **** *** Calculator, **** ****** ***********, ***.

* ** *** **** *** **** ** ****** **** ********** customers; *** *** **** *** ******* ** **** ** ********* else.

*** * ***** **** *** ***** ****. ** ***** **** when ****** *** **** *** ** **** ******** ** ****** or ******** **, ** *** ** ************, *********** *** ***********.

**** ** **** ***** ******** *********** ********* *** *****, ** you ***** **** *** *** ****** ***** **** ********** *********, think *****.

**** *** **** *** *** **** ***** ** ***? *** an ********** ******** **** *** ******* *** *** ***** (*.*.) how **** *** ******** *********** ******* **** * **** *** integrator?

****** * *****, ***********/*** *** **** ** ******* ******** ******* the **** ** * *** ****** ** ******* ** **** business.

** *** *** ** **, ****'* *****, ** *****. ** perception, ****** ** **** ***** * *** ** ******** *********** are ****** ********** / ********** *** **** **'* **** (****** certainly *** **********) ** ** ****.

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