Have you ever built a house? Have you ever tried to find a great architect or a competent plumber? When you’re building a house, you count on your contractor to deliver the house on time and within budget, but also to have assembled top-notch tradesmen to assure the quality is second-to-none. You judge the contractor’s value not just by their technical skill, but by how reliable their trusted connections are and how thoroughly they help you reach your goals.
I’m building a network, not a house. But aren’t they equally important? It is difficult and costly today for clients to find great providers, vet them out and maintain relationships. There are just as many people involved in implementing converged technology solutions in a client’s business as there are installing kitchens and bathrooms. I’d make the case that the solution provider who can bring other specialized integrators to the table are the ones customers tell phenomenal stories about them.