How to Negotiate a Monitoring Agreement

The company's obviously has to make a margin on the monitoring and it just feels like, you know, that's how these deals are going to get done, right? You kind of like want to figure out it's like, okay, we're willing to pay about this. Matt Ray: If you can't create a product that sort of like works within that range, I think you're definitely not going to win the magic quadrant.

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