Why Sage Integration Focuses Only On Mega-End Users

Executive *******

****** **** *********** *** *** ***** to **** ** **** *********, **** Integration ******* ** ******* *** *** bring $*+ ******* ** ****** ******* for *** ******* *** *** ***** employees ******** ** *** ********'* *****. The *******'****, **** **********,********* **** **** ** **** ******* employees ** **** ******* **** ** trained ** ******** ******* *****, **** creating * ****** ******** **********.

**** *** ****** **** ***** ***** ago *** ******** ****** *************** *** ******** ***********. ***** ***** private ****** ****-***,**** ** ******, *********** ******* ******* ***********, ********** emphasized **** **** ******* ** *********** targets, ** ******* ** ******* *** play *** "*********" **** ** ****** at * ******* ****** ******** *** wishes ** **** *** * ****** multiple ** *** ******.

**** ***** ******* *** ******** ********* ******** ** ISC **** **** **** ********. ********** ********* **** ***** **** manufacturer **-** ********* ********, *** ********* led *** *** ** *** ****. The **** *** *********** ******** ***** the ************'* ********, *** **** **-** marketing ***** ***** **** **. *** example, ********** **** **** *** ** "unbelievable ** *** ** **** *********," and *** **-** **** "********." ************, Sage ***** ** ****** **-** *****, and *** ******** ***** ** ** approved ** *** ************.

*** **** ***** ***** ** *** for **** *** ****** ***********, ********* execution, *** ******** **************. ***** **** customers *** **** ********** ** ********* all ** ****'* ***********, ********* ********* far ****** **** ****, **** ** Convergint, ******, ******, *******, ***. ****, these ********* ********* **** *** **** complex *******. *******, ***** ****'* ********** small **** (***** *** *********), ** is *** **** ********* ** ************** to ****** ********* ****** **** *********' large **********.

End *****' ******** ******** *********** ********** ** ******* ****** *** ****** ****

** ****, **** ***********'* ******* ***,**** *******, ***** ****** *** **** ** a ******* ****** ********, ****** ******** integrators ** ****** ****** ******* *** one ** *** *** *********** *** could *** **** *** ***** ********* to ** *** ***; ********** ********* the *****:

** [*******] **** ** ********** ** 2018 ** * ****** ********* *******. [He] **** ** ** ****** **** a ***** [*] **** *** ****** franchise **** [***] ***** **** *********, [and] **** [******] *** ** ** cameras. [*** *********] ****** **** ******** for ******, [***] *** *******.

[*******] *** *** *** ******* **** 25,000 ******* ** ******. ** ****** to ** *** *** **** **** was ****** *** ******** ******* **********. He ***** * **** ** *** 100, *********** **, ******** **** ** six, **** **** ** *** *** three ******* ** ****** *** ** days ** ** **. ** *** end ** ** ****. ** *** a ***-*********** ******* ** ** ******.

******* **** ******* **** *** ******** partner ****** ******* ********,***** *******,**** **** ****** ** *** ** integration ******** ** ******* *** ********* of *** ******** ********* **********, ********** said:

**** ****: "** **** ** *** an ********** ** ** **** *******." And **** **** *** ** ****** of ** **********.

********* **** **** ****** ********** *******, Frasier *** ******* ********** ******* ** the ******-****** ******* ************** ******* ********** ******* ******** ** *** *** integration ********, ********** **** ****.

** ****, *******'* **** ***** ******** AYSCO ******** ***********, ** ********** ***** in ****, ****, ********** ********:

****** ***** ******** *****. **'* ***** **** ** *** runs *** ********** *** ** **** [with] * ****** *******, [***] ******** staff. **** *** **** *** ******* at **** **** *** ***** ****** about ***'* ******** [*****] ***** *****, deliveries ***** *****, *** ** **** made **** ***********.

*** ****** *****, *******'* **** ******** DTS ******** **** *******, *******. ********** introduced *** ******* ** ****:

[*** *** *] ****** ***** ********* ********. **'* ***** **** ** ** our ** ** *****. [***] *** another *** *** ******** ** * client, [***] ** *** ******* ****** in ** ** ******, ***** ******* countries.

****** **** ****, ******** ******* ************, ** ******** ******* **** ****** 30 ***** ** ********** ** ******** integration, ** * ********** ** "**** with ******* ********* *** ******** *****," Nemerofsky ****.

**** ***********'* ************* *** *** ************ ** ******* on *** ***** ****:

*******'* **** ***** ***** *** ******** company **** *********** ** ****. ********** said:

** *** *** *********, *** *****, AYSCO *** ***. ******'* **** ***** of ******. *** ** ** ***** of ****, [**** ********] *** ********** of ***** *** *** ** **** Integration.

********** ******* ********* *** ******* ****** the **** ** *** ***** ******** company:

** *** **** ** *** ****, the ******, *** *** *****. *** shields **** ***** ** ********* ********** our *******, ********, ******, *** ******. The ****** ****** *** ***** ** good ********* **** **** ** *** customer. ***** ********* **** **** ** the *********. ** ***** ** *** employees ** *** *** ** *** spear, *** ** ***** *********** ********, pay ********, ********, **************, ********, ********** software, *** ********* ***********.

*** *******, ***** **** ** ***** below:

***** ******* ***** *** *** "*** any ***********," ********** **** **** **** "started ** ***** *** * ***** team ** ********* **** ** [***] client ****."

********** ** *** ***** ** ******, Texas, ***** ** *** ** ****'* offices ** ********, *****. *** *******'* two ***** ******* ** ***** *** in ****** *** *******.

Growing **** $** ******* ****** ******* ** $** ******* ** * *****, ********* $**+ ******* ** ****

********* ** **********, **** *** ***** $21 ******* ** ****** ******* **** it ******* ** ****. ** ****, it **** $** ******* ** ** months [*** ********* *** ********* ***-********], indicating * **%+ **** ** *** past **** *****. ********** **** ********* that **** ******* ** **** $**+ million ** ****, ******* *** ******* on ***** ** ***** ** **** mid-size ************ ** *** $*** ******* annual ******* *****, **** ****** ****************** ***. ************, ** ** **** ******* than ******, ******* ******* ****** ****-** formed ****** *** **** **** ** Sage, **** ** *** ***** $* billion ** ****** ******* *** ******** acquisitions. (********** *** ******* **** ****** roll-ups **** **** *** *** ****'* focus. *** ****, *** ****'* *&* strategies *****)

********** **** ********* **** **** ** profitable ** "***-*****" ******.

Embedding ********* ** ******'* ********

****** ***** ***********, **** ******** * business ********* ***** **** ** *** technicians *** ******** ** *******' ********. Sage's *******/******** ***** ***** ** **** much ****** **** * ****** **********'*, Nemerofsky *********:

**% ** *** ********* *** ******** in *** ******* ********. [****] ****** a ********* ******* *****. *****, **'** still ***** ** $***,*** *** ******** of ******* ******* ** *** ****** integrators ** $***,*** ** $***,***.

**** **** **** ~$** ******* ** annual * ****, ** *** **** 26 *********. ** $**+ ******* ****** revenue *****, **** *** ** *********, Nemerofsky **** ****.

**** "******** *********" **** ******** *** the *** ***** *** *** ** in *** ********. ********** ****:

** ***** ** * **********; ** could ** * **** ********, ** could ** * *** ********; ** could ** * ******* *******, ** some ***** ** ******* *******.

*** ******** ******** ***** *** ****** subcontractors ** *** **** ********* *** $800,000 ******* *** ******** ***** ******, according ** **********:

**'* *** ******** ***** ***** ***% utilized, **'* ******* ************, *** ***** a *********** *******. *****, **'** *** 218 ************** ***** ******'* ******* **********.

****'** ******* *** ***** ******** ** devices. ** ********* *** **** ** to **** ***** ***********, *********, *** train.

**** ************* ******* ** ***"+***" ********* *********** ****** ***** *******, *** ******* ********* ** *** website.

Talents **** *********** ** *** ******** *********

********** **** **** *** ******** ***** feeds **** * ****** ****** **********:

* ****** ****** **********. **** **'** doing *** *** ******** ******, *** we're ***** ** **, ***** ******* in *** **. **'* ***** ** get ** **. **'** ********** ** keep **** **. ** **** ***** the *** **** * *****-***** ********.

*** ****** ****** **** ** **** this ********* *** ****** *********** *********** to ***** ** ******** ******* *****:

[****** ***:] "****, *** **** **** a *** ** ******* *****, *** do *** ******* *** ***** ******* lines?" **** *********** ***** ********, *** we ***** ***, *** *** ****** are ********, ** *** ****** **** are ** * **** *** * high **** ******* *** ******* ** Lenovo *** *********, ** ****'** ** a ********* ******* [****], ****'** ******* in ********* ***-***** *** ******, ** they're ** * **** **** [*******], they're ******* ** ******** ***** *** American ********. *** *'* ** ** big ******* ** * ** ***** things ********.

Fencing ********

******* *** **** ********, **** *********** has * **-****** **** ********* *** fencing ********, ********** **********:

** ******** ***** **** ****** ***, Sage *****, ** ** ****** ******* division ** *** ** ****-***** ****** for ********* ******* **** *** ********** to **** ***** ********* ******. **** get * ******* *** **** **** disappear. ** **** ** ******** ******, we ******** *** ******* ******** ****'* got ***** ** *********, *** ******** totally **********.

**** ***********'* **** *************** *********, *** *** ** ***** ** experience ** * ******* ******** ** construction **********, ** ******* *** ******* division.

Focused ** ******* **** ********* ******** $*+ ******* ***** ****

********** **** **** *********** ** "******" in ******** *** *******. ** *** eight ******** ** ******** *********, ******* with ********** ****** ******** ***** ** $2+ *******:

** **** ****** ****** ** *** ideal ****** *******. *****'* ***** ******** to **. **'* ****, ****** **********, ideal **********, ***** ********, ****** *** vertical.

**** ** **'** ******* *** **** fortune *** ******* **** ****** ******** of ******* [***] ******** [**] $* million.

********** ********* **** **** ***** *** work **** ***** ******** $***,*** ********, only ******** ** **** ********** *********. School ***** *** *** *** ****** for **** ******; ********** ********* *** its ******** ***** ********* **** *** work **** ** ****** ********, ** it ****** ***** **** *******:

[******] ****** ***'* [*** *****], ******* you're ****** ******** ** ******. **'* not ***** ** ** * $* million * **** *****. ** ***** be * $* *******, *** **** spend. **'* *** ***** *** *** market ****** ****. **'** *** ***** to ***** ***** ******. **'** **** some ****** *** *** ** ** sales, *** **** ******, *** ** of ********** **** ** ******** *** high ******. **'** **** **** ****** there. *** *************, **'* *** *** our ***** *** * ******'* *** never *** *****'* **** * ******.

********** **** ********* ****'* ***** ******** when ******** * ********:

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

***** ********** ***** **** ******** *****. As *** ** **** **, ***** staff *** ** ** ********* ** security. **'** *** ******* *** * facilities ******, * **** **** ** legal *******.

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

****** ** ** **** **** ** have * *********** *********. *** ** say "***, **'** ***** *** ** RFP *** **** **'** ****** ***** readers *** **'** *** ** *** three ****."

*** *** ** *** *********, ***********, utilities, ******** **************, ************ *******, ********* campus, ****** *********. **********.

"Can't ** ****" *** **** ***** *** ***** *********

**** *********** **** *** **** **** smaller ******* ******* ** ******** ** does *** *** ****** **** ******** on ***** *** *** *** ***** criteria. ********** ****:

*** ****** *** **** **, ** Google, **'** *** ******** ***** *****, and * *** * **** **** [...] ********. *** ***'* ** ****. I ***'* **** **'* ** **** at ****, *** * ***** ** can ** ***** **** ** ***** to *** ***** ****** *******.

*** ******** **********, ***** ** *** at **** ****** ***********, ** **** servicing * ***** ***** ** ********* allows **** ** **** **** ***** distributed ** **** *****, ****** **** more ********* ** ********** ** ******* customer ********. *** **** **** *****, in ********, ** * ****, ***** that, ** ****'* *****, ********** ********* often **** ***** *** ******* ********* from ***** *********.

Not *** ******* *** **** ** **** ** ****

********** ********** **** **** ** *** trying ** ** *** *******:

** ***'* **** ** ** *** biggest. ** **** **** ** ** good ** **** ** **. ****'* a *** ** **********, ******* [****] you **** ** ********** ***** **** and ********* **** **** **** ****. But *** ******* ***** ** ** an ******** **** **** **** ** here. ** ****'** *** ******* ** a ******** ** * *** **** or ****** **** ****.

Talisman ******, *** ***** ** **** *** **********

*** ** ****'* ******** *********,******** ******* ********, ****** *** ******** ******* **** year, ********** ****. **** *** *******'***** ******* *********** ****** ** ****'* ********** **** bought *** *** ******** **** ********, Nemerofsky *****:

*** ******* ****** *** **** ** our ******** ****** *** ****** ******* last ****. **** *** *** ** from **** $** ******* ** ***** of $** *******. **** **** ***** to **** *** ** *****'* ***** to **** ** **** ******* ** and ****** **** ** *** ********* in **** *** *** ********** ********** some ***** ** **'** *** ***** at ***** * **-** ***** *******.

Investors ******* ****-****

********** ********** **** ***** **** **** became *** ******* *********** ** *** company, ** *** ** ********* ***** to ****, *** *** ********** **** is ******* ** ******** *** ********:

** ******* *** *** ****. *** private ****** ******* **** **** **** to *** "***, ***'** *** ******** interested." ***** *** ** *** *** that **** *** ****** ** ********* and ******* *** *********, *** ******** is ***** ****** **** *** *** investors. *****'* ** ****** ** **** out. **** **** *** **, ****** in * ******* ********** ** **** 28 ** ****. ** *** *** board ******* *'** *** **** **** so ***, *****'* ** **** ** exiting. **'* ******* ***** **** ** we **** **** **** *** ****'* next *** **** *** ** ****** to ***** ***.

***** **** ** ********** *** *****'* cash **** ****** **, ** ** more ****** *** ********* ** **** instead ** ******** *** ******** *** gathering *** ********.

Financial ****** ***** ******** ****** ****** *** ******** ****, **********, *** ****** **************

******* ********** **** ****** ** *** past **** *****, ****'* ***** ** not **** ********* ****** ** ** might ********** *** *******, ********** ****, sharing *** *******'* ******** ** **********:

** ***** **'* **** *** ******* [if ** *** ** **** ** 1,000 *********]. * ***'* **** ** to ***** *** *****, *** ** team ***** ** **** ***********. ****** one ** ****** *********. ****** *** is ******** **********. ****** ***** ** innovation. ****** **** ** ****** **************. And ****** **** ** ********* ******. And ** ****'* ****** ***** [**********] is **** [*****] ** ***** *********** depending ** [*****] *****.

********** **** **** *** ****'* ** of *****, ********* ****** **** ** a ****** ******** *** **** ********** position, *** ***** ********* ****** ** still *** ** ****'* "**********," ** is **** *** ***** *** *** the ******* ** * *****.

Becoming * *****-***** ******** *** ******* ********

***** ********* ****** ** * ***** priority *** ****, ********** ****** **** IPVM **** **** ***** ** ****** an *********** ******** **** ***** ******* and ********. ** **** ****** *** some ******* ******** **** **** ** on ***** ** ********* **:

** **** ** ** ********** ** that *****-***** ******** *** ******* ********. We've ****** ***** ********** *********** ********, delivery ******** ** ******* *** *******, and ******* ********. ** **** *******. Things **** ***** **** **** *** without ***** ******* ** *******. *** first **** ****** ** ******* ******* are *** *%. *** ****'** **** that *** *** **** *****. ******** the ****** *** ***** ***; ****** a ***** **** ****. ****** **** that *** ********* ** *******. **** they ****, ** ** *** ** on *** ***** ****, ***** ****.

Growing ** **** *** ******** *****

*** ****** **** *** ** **** at ***** "* ****** ***" ** that **** ******** ***** ** ******** to **** **** ****** *** *********; Nemerofsky ******** ** ******** **** *******:

** *** ******** ********* ** **** next ****, ** **** ** ***** of $** ******* **** *********** *** clients **** ***** **. ** ** grow ***** *** **** ****, *****. The ******* * **** ** **** a ****** *** **** **** [** because] **** *** *** * ********, you **** ** **** **** ***** employees. ***'** *** ** ******** ***. You've *** ** ******** ** ******** and ************* ********, ********, ******** ********, so ***'** *** ** **** ** order ** ******** ** ** **** to **** **** **** **** ***** employees.

M&A *******: ** ********* *** & ****, **** *** ******* ********

******* ******* ***********, **** ******* ******-****** integrators **** ** **** ** ***** companies ** ****, *** ********** **** Sage ***** *** **** *** ********* game ***** *** **** ** * lower ****** ******** *** ***** ** a ****** ***:

** **** *** * **** *****. We've ****** ** ** *****. **'** going ** ********. **'** **** *** we're ***** ** ******** ** ** financially ***********. *'* *** ***** *** a *** [******]******** *** ******** *** hurt *** **** ** * **** solid ********. *'* *** ***** *** those **** ****** ***** *********.

****'** ******* ** ********* **** ***** there. ****'** ***** *** *** *** or *** *** **** **** **** up [**] * ******* ******* ** sell *** [****** *********]. ****'* **** not *** *****.

**** * ****-**** ********** *******, ********** said **** **** **** ** ********* in ********* ******* * ********* *********** target *********** *** ******** ********:

** ** *** **** * [********] integrative ****** ** *** *********, [**] we *** **** **** ******** ******* where **'** *** ******** *****. *** instance *** *** **** ****** *** us ** ****** ** ** *** units ** * ***** ************ ************** Authority *****. **'* ** ****** ** 2024 **** ** ****** **** **** of ***** *** ****** ** ***** Jersey ** *** **** ** **** support **** ****.

Honeywell **-** ********* ***** ** *** ****

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

********** ********* **** ** **** ** a **-** ********* ******* **** *********:

**'** **** *********** **** *** *****. The ******** ** ***** ***** ************* have **-** ********* ********. ** *** look **** ** **** *** ****** on *** ******, ** **** ********* Platinum ******* ***** **** ** *** banner. ** *** ** ************ ** and ** **** *********, *** ** co-op **** ******** ***.

********** ******* *** **** **** ******** needs **** **-** ***** *** **** several ** *** *********** **** **** turned **** ** *********:

*****'* *** * *** * ***** do **** ****. **** ** * said "***, * **** ** ******** my ***." "**, *****'* ** ** rules." "* **** ** ** ******** advertising." "**."

*** **** ***** ** *** **** was * "****** ** ** **** it" *** ****, ********** ****:

* *** ****** *** ***,*** **** balls ** ** *** ** **** events ********. ** ********* *** ******** 500 ** ** * *** ** 500 *** ******** *************. *** **** came ***** *** ** *** ****** burn ** ** **** **. * got *** ** **** * *** of ** ** ****. *** * had ** **** ** **** * way ** ***** ** *** *** industry ***** **** **** * ****** events ****.

** *** *** *** ******. ** did *** ***** ** *** ****** of **** *****. ****** ******* ******. So ** **** *** ** ** money ** ** ** *** ** was **** ** *** ** ** lose **.

Views ** *** ********* *** ***** **** - ********* *** *** ******* *********

** * ********* *** ******* *******, Nemerofsky ********* *** ******* ** *** most ***************+***** ****, ********** ******* **** ********* *******:

[*'*] ******* ** *** **** ******* with *** **********, ********* ** *** what ******* **** *** ******. **** the ***** *** ***** ** $* billion, *****'* *** ** ** **** synergies ***.

********* *** **** **** ** ** with ******** ******* **'** ******* *** certified ** ***** ******** *** ****'* what * **** * **** ***** of *** **-** ****** *** ******** and **************.

*'* ********* **** **** *** *** a ******* **, ****'** **** * consultant **** **** ** ********, *** they'll ***** ******** ****** **** ******* of ********* ***** *** ***** ********** what *** [***] *** *** ********. My **** ******* ** **** ******* declines ******* ***** ********* ** ** whether **'* ******** ** ***&* ** or ********* ***** *******.

Nemerofsky ***** **** ** *** ********* ***-***** *** ***** ******* **** *** ********

******* ******* ********** ***** **** *** Honeywell + ***** **** ** *** them ** ***** *** ***-***** **** with ***** ***** ********* *** **** auditing/reporting **********, ***** *** ********** *****'* ability ** **** **** *** ********** accounts:

*'* **** ** *** **** **** into *** ******** *** **** ***** the **** *** *** ** *** best ********. *** ******** ************** **************-**** clients **** **** ****** ***-***** ****** it ******* ** [***] ********* **********, whether [**'*]*** **,**** **, *** *************** [*********. **** [****] had ***** *********. ********* *** **** great, ******* ** *** ******* [**] subcontractor ***** ******* *** ******** **************. Honeywell ******* **** ***** [***] ***** a ******** **********'* *** ****. ***** has **** * ***** *** *********** big ******* **** ******** *** ******* focused ** ***** ********* ** ***** accounts. * ***** ** **** *** merge **** ** ***** ********, **** can **** *** ** * ****** good ********.

Views ** ********** *****

********* **** ****** ** ************ **** is ****** ** *** ********** *********, Nemerofsky ***** ********* *******-***** ************:

**** *** **** *** *****, **'** seen * *** ** ****** *** airbase ***** **** ******* ******* ** counter ***** ********. **'** **** ***** 80 *********** **** **** ** ***. We've *** ** **** ***** ****** to **** **** **** **************. ****'* been *** *****, *** * ***** that's ******* **'** ** **** ********* utility ******, ** ** ***'* **** a ***** *** *********** ** ****** make **** *** **** ***.

*** ****** ***** ********** **** ** "workplace ******," ***** ******** ********* ***** of ****** *********, **** ** *****'* solutions:

******, *** ******* *** ****** ** solve ***, **** ****** **** [**] workplace ********, **'** ********* ** [****] workplace ****** ********.

[**** **** ********] *** *********, ******* detection, ** ********* ******* *********, ***** has ******* **** ********** *** **. Our *********** *** **** *** ****. ****'** walking ******* ***** ***** ** ******* One ***** **** ******** ** ***** pocket, *** ***'** ****** ** *** if **** *****. ******* ****** **** that ******* ******* *** **** ***********, and **** ** **********, *** ****** we **** ****** ****. * ***'* want ** ** ******* *** **** technology **** *****'* [****], ** **'** done * *** ** ******* ** it. *****'* * *** ** ****** to ***** *** ********* ****** *** how ** ** **.

********* *** *********** ** **, ********** expects **** ** *** ******, ** will ** ********** ********* ** ***** individual *********' ********:

*'** ******** ** * *** ** chatter ****** **. *** * ***** what ** **** ******* ********* * year *** *** *** ****** ** in **** ****. *** * ***** when ** **** *** **, ******'* gonna **** * ******* **** ***** to ** ******. **'** *** ***** it **** *********, *** **'** ***** have ** ******* ** **** ** solve **.*'** **** **** ** ******* ** that.

** ****** ** *** *****, ********** said **** ***** *** ********** ********* that **** ******, **** **** **** moved ** *** ***** ** *** visitor ********** **** ** **** ** utilization ** ******** *********:

******, ** *** *****, ** *** interesting *** **. * *** ** people **** **** *****, *******, ** EagleEye *********. **'** *** ****** ** those *****, *** *** *******, **** we **** ***** ***** *** *** cloud *******, ** *** **** **** [on ***] ******* ********** [****]. ****'** got ****** ** ***** ***** **-****. The ******* **'** ******* **** ***** have ********** **** ********* *********** *** hiring ******, ** ***** ******* *** able ** ** ****** *** ** the ******. *** ****'** ** *** cloud **** ****** **** ********* ********* such ** ******** ** ************ ** it's ******* **********. **'** **** ***** deployments **** **** ** *** ** with *** ***** ****** *******. * Fortune ***** *******, ** ****'** ***** to **** *********, ****'** ***** ** host ** ** ***** *** *****, not ** *** *****.