Are you selling, and telling, the truth? Integrators need to be honest about what they are providing in terms of service and value. The end-user doesnâ€™t want all the details, but they do want to know the system specified by the integrator will accomplish what it intended. So thatâ€™s how the integrator or VAR has to proceed. They have to talk to the customer, walk through the business, assess whatâ€™s there and what can be used; provide an open and honest commitment in the bid. Maybe Iâ€™m preaching to the choir and I hope thatâ€™s the case.Â I think you will all agree that thereâ€™s no better way to burn a customer quickly when you deploy a system that causes a ton of problems with false alarms, lack of connectivity, etc. Â And youâ€™ll probably agree that Â a satisfied customer is the best kindâ€”and will lead to repeat business and new customers through word of mouthâ€”easier (and less expensive) than any other type of cold-calling or marketing for new accounts.
â€“ Deborah Oâ€™Mara Â