About six years ago I was having a beer with a business development director of a system integration client of ours. He shared a memorable story with me, which I’ll paraphrase below. “Chris, I’ll tell you what concerns me – and it’s not our competition. A few weeks ago, I
A question that Navigate often hears from integrators is, “How do we grow our services business?” Steve Riley is our resident support and service guru. Today, Steve talks with Brad about some best practices for integrators that want to build a service and support offering. “Many customers ask me how
Metrics drive behavior, but what behavior are we trying to drive? The goal should be to have the right people, with the right skills, doing the right things for the company to meet today’s and tomorrow’s business strategy. Navigate works with integrators to set up key performance indicators,
