Interviewing a Technology Vendor

We wanted to be a fly on the wall when an integrator interviewed a potential technology vendor that happened to be offering an enterprise platform for integrating video management into access control, health monitoring, IoT integration, and analytics at the edge. While we listened in they discussed the current state of best-in-class video monitoring, the value of the data center platforms like Google, the roadblocks to creating a compelling value proposition with the CSO and the CISO, and the nature of evaluating technology and technology vendor relationships. It was a new grand experiment for The Great Conversation. Listen in and see if you can extract some value out of their discussion. The participants are Nigel Waterton, Chief Revenue Officer for Arcules; Brian Cox, Regional Manager for Arcules in Texas; Joe Harris, Chief Solutions Officer for STAR Asset Security; and Jack Johnson, VP of Sales and Marketing for STAR. Our learnings: serendipitously, we had just interviewed another cloud platform vendor. We found an overwhelming demand for cloud solutions due to labor shortages, budget constraints, the need for rapid application development, and the ease of use and administration.