WIN: Investing For The Long Term

On the flip side, Lutes said partners that are willing to invest in a long-term relationship, instead of a single transaction, will win out in the end. He gave the example of a single partner that went above and beyond the call of duty and now manages WiFi at the Orlando Magic's arena – Amway Center - and more than 1,000 beacons. What's more, Lutes said, the partner has also been able to land similar contracts with other major stadiums based on his recommendation. Chance Irvine, director of IT operations and infrastructure at Proxibid, agreed, saying too many partners are willing to stick rigidly to contract outlines when taking small steps above their calls of duty would lead to additional services sales and revenue opportunities.