“Not being able to use that word in a sales pitch is a mistake, because when you can use that word and throw it in, you’re able to tell the receiving audience: I know your business. ”
—Joe Gaspardone

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“Fitness equipment… leak detection… water treatment, irrigation… everything needs an IP address now. So you’re either stuck reinventing the wheel each time, or you’ve got to connect it to some centralized, monitored place. And that’s the message: don’t forget, BMS people, there’s this burgeoning, giant, parallel connectivity issue that’s happening right at the same time.”
—Joe Gaspardone

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“You see all these devices, you see all these components, and all of this data. You're like, can I do more by bringing all this together to create a unified experience? Not only for the facilities manager. But also for the owner developer and the final end user of the space and building. So for me, it was shock, admiration, and the opportunity to transform this industry.”
–Emmanuel Daniel

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“I think that’s what we’re all missing is we’re all spending so much time on integration and doing the same sh*t differently, that we’re not able to get to those new use cases that then move the industry forward”
—James Dice

You can find Mike Brooman on LinkedIn.
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“When you come in and try to take control… or transparency and ownership of the system away from somebody, that’s when you start running into problems. I think you have to not just replace a process, but data-enrich the process… It has to be able to engage with people onsite.”
—Tyson Soutter

You can find our panelists on LinkedIn: Keith Gipson, Tyson Soutter, Terry Herr, and Jean-Simon Venne.
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“The context is the critical piece. When companies are trying to understand, why do I need a digital twin? What’s the value? It’s about context; and it’s about reasoning, which allows you to make better decisions, more timely, and that’s going to improve experiences for everybody - operations as well as the employees or the tenants that are in your buildings.”

—Kyle Tooke, ThoughtWire  

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"You hear so many arguments defending the status quo.”
—Andrew Rodgers

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“A lot of this building tech industry, they always come in and say, ‘We want to be a SaaS.’ And if you're going to be a SaaS, great. You have to continue to add value, and that value doesn't disappear ever. It has to continue, and it has to be able to sustain multiple patterns and multiple years. 

So it's not that easy. You have to be very careful on what you sell, because you can be successful for one year. And we've all seen those companies that come in make a really big noise for one year, and then disappear, because they don't have a sustained value selling proposition. And that is very critical to be able to sell the technology in our industry.”

—Tyson Soutter

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