Yearly Archives: 2018

Managed Services: What Are You Waiting For?

Posted on April 9, 2018 in Around the Web ,Change Management by

It’s tough for AV integrators to make money selling expensive gear, but there’s a better way for them to maintain a close relationship: managed services. Bob Lobascio, Nick Points and Josh Shanahan talk about recurring revenue at the 2018 NSCA Business & Leadership Conference.OK, what’s your excuse? We’ve been telling you for years that your competitors are offering managed services and yet you’re still not doing it. We even chose our 2015 Integrator of the Year in part because of their proficiency in literally thinking […]

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Does Managed Service Demand Exist for AV Solutions?

Posted on February 19, 2018 in Blog ,Improve Profitability ,Industry Discussion by

  By Chuck Wilson In a recent Twitter debate, I was challenged on a statement I made in this article, recently published in Commercial Integrator. In this piece, I said that until AV companies have the right people in place, they won’t be able to make the jump to a recurring revenue model. The debate began with a good friend of mine suggesting that: “The growth of managed services will be determined solely by the market. ‘The right people’ cannot create demand that doesn’t exist. And […]

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3 Managed Services Mistakes to Avoid

Posted on January 29, 2018 in Blog ,Improve Profitability by

 By George Humphrey Managed services continues to be one of the fastest-growing segments of the technology services industry, but is not without its challenges. Time and again, I see the same mistakes being made over and over. In an effort to offer solutions to some common problems, here’s a guide for avoiding the typical pitfalls companies might encounter on the road to establishing a successful managed services business. Mistake #1: Lack of Understanding It sounds simple enough, and could almost seem insulting to some executives. […]

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There’s a ‘Disappointing’ Lack of Managed Services Contracts in AV Industry, According to These Findings

Posted on January 22, 2018 in Blog ,Change Management ,Improve Profitability by

  Managed services contracts are still considerably low in the AV industry. This is surprising for a space that’s filled with acquisitions. by Tom LeBlanc “If there was one disappointment” in the otherwise glowingly optimistic results of Commercial Integrator’s and NSCA’s annual Integration Business Outlook Survey, it was that the AV industry transition from project- to service-based revenue isn’t going gangbusters.An inexcusable 20 percent report that they earn zero via managed services contracts. Nearly a third, 30 percent, earn only 1-5 percent of their revenue […]

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5 Best Practices from AVI Systems for a Successful ERP Implementation

Posted on January 15, 2018 in Blog ,Customer Success Stories by

  Preparation and organization were keys to AVI’s successful Q360 implementation       Anyone who has ever experienced an ERP implementation, will tell you there is nothing ‘easy’ about it. But according to Kendra Lettau, Process Management Architect at AVI System, there is much that can be done to make an ERP implementation run smoothly. AVI Systems went live with Q360 in September, 2015. A little more than two years later, the company can look back and point to some best practices that helped […]

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Lessons Learned On The Path To Triple-Digit Managed Services Growth

Posted on December 25, 2017 in Blog ,Improve Profitability by

This VAR had to radically change its business to become a managed services provider (MSP), but another year of triple-digit growth confirms it was the right move. We’ve covered numerous success stories in Business Solutions over the past decade highlighting multiple benefits of selling managed services. Among those benefits are: steady monthly revenue, a less hectic work environment, and higher profit margins than selling project-based and break-fix IT services. If selling managed services really is better, why would more than 60 percent of IT channel […]

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What MSPs Need to Know About Starting – And Growing – A Cloud Practice

Posted on December 20, 2017 in Blog ,Improve Profitability by

By Trisha Leon Source: CompTIA CompTIA’s guide, “Accelerating Your Cloud Business a Practical Guide for Solution Providers,” explains how businesses can take advantage of opportunities in the cloud. Because solutions providers have gained their clients’ trust and have knowledge of their needs, they are in an excellent position to help their clients choose the best cloud options. In building your cloud-based business, CompTIA suggests asking the following questions: Have you defined your business model and set metrics to track its progress? Having clear focus will […]

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