# Plug into the system the buyer already runs

- Category: distribution
- Author: Emil Indiricău (https://indie.md/people/emil-indiricau/)
- Source: https://indie.md/events/indie-tm-19-timisoara-october-2026/
- Canonical URL: https://indie.md/advice/plug-into-the-system-they-already-run/

GlowSpace's institutional clients already manage their buildings in property management software, and they will not move their workflow for a new vendor. So the integration is an API into those systems, with pricing moving from a flat subscription to credits that match how much each portfolio actually analyzes. For big organizations, the switching cost is the workflow, not the price. Arrive inside the tool they open every morning, and the sale becomes a configuration.