Services: More Than an Adjacency

DB: There’s many people who could do any one part of that. But otherwise, the customer is trying to piece all this stuff together and see if it is actually going to work. Another example is a national convenience store and gas station chain. We went in and installed a bunch of hardware, both in store and at the pumps and turned that into a whole customer analytics platform. In my old world, I could absolutely gone after the analytics job, assuming somebody else had done all the hardware sizing and architecting and installing, and there are other people that could have done that front end part. We’re very unique in our ability to do both. Most of the VARs and, frankly, Insight in the past, saw services as an adjacency. In an overly simplified way, it’s the National Enquirer at the checkout stand. “I’m doing a bunch of stuff – wouldn’t you like some services too?”