by Daniel Newman | Jan 10, 2014 | News
Following is an excerpt from CI columnist Daniel L. Newman’s e-book, “New Rules of Customer Engagement.” Check back each week as we share a glimpse of his descriptions of each of the six trends that he says are redefining how integration sales...
by Daniel Newman | Dec 4, 2013 | Insights
Service Contracts: A Great Idea for the Provider… Somewhere in history a very wise businessperson came up with the concept of “sign this service contract and for the next year we will deliver you the services entailed.”Caveat: Even if we don’t...
by Daniel Newman | Nov 18, 2013 | News
In Tom LeBlanc’s article he talks about the “gasp heard ‘round the room” at this year’s CI Summit.I can vouch for this gasp as I was indeed there moderating a panel on managed services and recurring revenue. When Jay McArdle, a panelist...
by Daniel Newman | Feb 21, 2012 | News
Over the past few years we have seen a shift in the commercial integration business. Like most industries, we have been impacted by the changing external environment. As business became a bit scarcer due to shrinking budgets and nixed capital projects, we saw new...
