Most integrators can point to at least one deal they should have closed. The work was strong, the relationship was there… but the proposal went quiet.

In this episode of 1NSIGHTS, Jason Griffing sits down with Patrick Martinez, CEO and Founder of Fivestone Solutions, for a candid conversation about what separates integrators who close consistently from those stuck in a cycle of proposals, silence, and guesswork. 

Listen and you'll learn:

• How to identify and qualify high-value prospects — before they drain your time
• A repeatable framework for closing proposals and handling hesitation without pressure
• The six sales metrics that actually predict results (and why revenue isn't one of them)
• Why most sales problems are process problems, not personality problems

Watch the video recording here:
https://youtu.be/E90-_ahxCSM?si=YLRcnVfw7_ZHb651 

Why do so many integrators feel stuck, even when demand is strong?

Not because the work is complex — that’s expected — but because most operators are solving the same problems in isolation, convinced their challenges are unique.

In this episode of 1NSIGHTS, Jason Griffing is joined by Patrick McCarthy, Executive Director of Azione Unlimited, to unpack what’s really happening inside the industry; from the pressure operators feel as accidental business owners to the lack of clear playbooks for scaling.

Listen and you'll learn:

• Why integrators often feel isolated, even when surrounded by peers
• What the best operators do differently when it comes to growth and decision-making
• How sales, process, and recurring revenue actually connect (and where most overcomplicate)
• Why community and shared insight are becoming a competitive advantage

Watch the video recording here:

https://youtu.be/t1KR7nBC79A?si=kbL3_0vr8iZqn5TT 

What happens when an innovator steps outside the industry they helped shape?

In this episode of 1NSIGHTS, Jason Griffing sits down with Paul Starkey — a key force behind ELAN, Bravas, Magnifi, PrepTECH, and several other ventures — for a candid conversation about what he's learned across a career defined by building, pivoting, and creating lasting value. Paul brings a rare perspective: someone who helped shape the CI industry from the inside, stepped away, and can now reflect honestly on what it does well, where it falls short, and what it takes to win long-term.

Listen and you'll learn:

• What actually drives growth, and where businesses tend to break as demand, capacity, and process fall out of sync
• What to watch in private equity roll-ups, why the real challenges start after the deal closes
• How AI, data, and better systems are changing how fast businesses can operate, and where most are behind
• What lessons from outside the industry can help you build a stronger business

Watch the video recording here:

https://youtu.be/oFHIryP9Os8?si=KHhNIpKnRk7__xVV 

What does meaningful support for integrators actually mean for a manufacturer?

As the custom integration industry grows more sophisticated, the expectations between manufacturers and integrators evolve with it. Product quality still matters, but so do feedback loops, support infrastructure, and long-term alignment. In this episode of 1NSIGHTS, Jason Griffing is joined by Casey Clemens, Senior Director of Americas Professional at Sonos, for a candid conversation about how manufacturers and integrators can work together to strengthen the CI channel.

Listen and you'll learn:

• How structured dealer feedback influences product development
• What thoughtful channel investment looks like in practice from a manufacturer
• Why professional support infrastructure is essential for long-term client success
• How manufacturers and integrators can align to create better outcomes

Watch the video recording here:

https://youtu.be/BWcUxqq1O7g

Most integrators have a strong intuition about how their business is performing. Fewer have a clear view of how that performance compares to the rest of the market, or where inefficiencies are quietly holding them back.

In this episode of 1NSIGHTS, Jason Griffing sits down with Jason Knott, Data Solutions Architect & Evangelist at D-Tools, for a grounded, practical conversation about what real-world integrator data is revealing right now. Drawing from millions of anonymized data points, they will explore how benchmarking can challenge assumptions, expose blind spots, and help integrators understand where they truly stand across margins, speed, and operational performance.

Listen and you'll learn:

• What current benchmarks reveal about margins, sales cycles, and performance gaps
• How integrators can use data to pressure-test assumptions about their business
• Where AI is already improving speed and clarity — and where caution still matters
• Why benchmarking is becoming a strategic advantage, not just a reporting exercise

Watch the on-demand recording here:

https://youtu.be/qkwAME0Elvg

Growth forces a question most companies avoid: how do you maintain the level of customer experience that got you here in the first place — as everything around you changes?

In this episode of 1NSIGHTS, Jason Griffing sits down with OneVision Founder and CEO Joseph Kolchinsky for an open, practical conversation on how customer experience evolves as companies grow, and why the approaches that work early on often break down at scale.

Together, Jason and Joseph explore how customer experience in the custom integration industry is shaped by long-term relationships, bespoke systems, and high expectations — and why scaling requires more than simply adding people or processes.

Listen and you’ll learn:

• How customer experience delivery changes at different stages of growth
• When founder-led service becomes a bottleneck, and how to evolve past it
• Practical ways to balance personalization with consistency at scale
• How leaders can stay intentional about delivering experience as their role evolves
  
  

Watch the on-demand recording here:

https://youtu.be/lcLg9glE9kg?si=14yHYFQAfWG8Cf55 

What does it take to turn a bold idea into a product that transforms an industry?

In this episode of 1NSIGHTS, Jason Griffing (Director of Product at OneVision Resources) and Kirk Chisholm (Founder and CPO of Portal) sit down for a candid conversation about what it really takes to build products customers love — and keep evolving them over time.

Drawing from their own product journeys, Jason and Kirk unpack the lessons learned from every pivot, from Portal’s transformation from SupplyStream to SaaS, to OneVision’s own evolution as a service and technology provider. Together, they explore how to listen to users without losing your vision, manage change across teams, and balance innovation with practicality.

Listen and you’ll learn:

• How to navigate major strategic pivots without losing your core vision
• How to turn user feedback into actionable insights (and ignore the noise)
• How branding, innovation, and integrations shape long-term success
• What the future holds for SaaS, AI, and service innovation in the CI channel

Watch the on-demand recording here:
https://1nsights.onevisionresources.com/the-innovators-playbook-on-demand-video 

In this episode of 1NSIGHTS, we’ll cover how AI is actually being used inside the custom integration industry today, from automation and voice tools to vibe coding and client communication.

Listen and you’ll learn:
- How Ari Supran uses AI daily to save hours and spark innovation
- The top AI tools & workflows that are delivering real ROI in CI
- How to manage AI adoption on your team
- Why voice interfaces & “vibe coding” may reshape your workflow
- Where AI is heading next — and how to get your business ready

Watch the on-demand recording here:
https://1nsights.onevisionresources.com/webinar-unpacking-ai-on-demand-video 

Learn how to get off the starting block and stop overengineering your service offering. Build a service offering that actually works without spinning your wheels

In this episode, you'll learn:

• Why most integrators overcomplicate service offerings, and how to avoid perfectionism
• A simple “Think Big, Start Small” framework to test ideas quickly and refine them with real client feedback
• The hidden risks of waiting too long to launch (and how to de-risk your approach  with small bets)
• Practical lessons from OneVision’s award-winning product development journey

Watch the on-demand recording here:
https://1nsights.onevisionresources.com/webinar-think-big-start-small-formula-for-successful-service-on-demand-video