I am the consultant for the deployment.

We are the integrator and develop our own resources.

Before even introducing any solution to the customer, we show them the return of investment of having that solution. We go through a lot of steps. So, at the beginning, we show them the real value. We show them the return on investment, then we ask them to start to test the labor of the solution by doing the PoC. Once they've tested the PoC, and it's good, they will be ready to have the solution by the end of the day in their network and environment. After that, once we have it up and running and fully implemented, we come back again to them, asking "Can you remember the showcase that we showed you at the beginning? We need to confirm the reason." Once it's confirmed, and the sign up is done, we give our blessing. Then, we use them as a use case in our events.

We are the integrator. We install this solution for our clients who like the solution and their experience with it.