Yearly Archives: 2020

Best Practices for AV Sales People

Posted on January 20, 2020 in Around the Web ,Industry Discussion by

I’d like to describe some of the best AV sales people I’ve seen, from some of the best companies I’ve worked with. By Brad Malone, Navigate Management Consulting Most the integration companies I’ve worked with employ a range of sales strategies and styles. But in general, AV sales people take two basic approaches: the short-term sale (hunter), versus long-term relationship building (farmer). Both approaches can be effective in generating significant revenue. I’ve noticed, though, that the short-term sales person seems to have to work a […]

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Close the Profitability Loop in Your Job Costing Process

Posted on January 6, 2020 in Blog ,Business Process Improvement ,Increase Project Profitability ,Q360 by

Job costing is one of the most complicated issues that Solutions360 has seen in the integration industry. Solutions360 has worked with more than 200 integrators, and fewer than 10 percent were satisfied with their job costing process, prior to implementing Q360. Often there was no job costing process in place, so estimates were based on gut feel. And many integrators were not fully burdening costs. All of this contributes to a lack of visibility into the accuracy of an estimate. In today’s competitive environment, as […]

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How Do You Know You Are Ready for an ERP Implementation?

Posted on December 9, 2019 in Change Management by

This week, our CEO, Brad Dempsey, is joined by Brad Malone, Partner at Navigate Management Consulting, to talk about change management and ERP implementations. More specifically, how do integrators know when they are ready for all the change that will happen as part of an ERP implementation? Without a doubt, a successful implementation requires a readiness and a willingness to change, on the part of the entire team.   How do resistance and unwillingness to change drive the outcome of an ERP implementation? “We speak […]

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Who Owns the Estimating Process – Sales or Operations?

Posted on November 25, 2019 in Blog ,Business Process Improvement ,Q360 by

Who should be responsible for the estimating process? One of the issues that Solutions360 often addresses with customers is the estimating process. Today, our own Tofiq Indawala, is joined by Steve Riley, of Navigate Management Consulting, to discuss who should be responsible for the estimate. “This is a conversation I always have with customers during implementation,” Indawala reports. In terms of process management, who should be creating the estimate, and who should be creating the engineered solution? “We often see sales reps that have experience […]

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Yes, Your Customers Want AV-as-a-Service!

Posted on November 11, 2019 in Achieve Business Growth ,Blog ,Solutions360 by

We have been talking a lot lately about the benefits of embracing the AV-as-a-Service business model. But, this is not a new concept, it is just fairly new to the AV space. “Customers are already consuming other technology that way, because it’s being sold like that by vendors in other technology verticals,” says Chad Sowers, Director of Business Development for GreatAmerica Financial Services. “Now, customers are starting to expect the same from AV, and that’s where GreatAmerica comes in. We can essentially be your bank […]

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Why Integrators Should Pivot to a Managed Services Provider Business Model

Posted on October 28, 2019 in Blog by

Why does NSCA put such a focus on what IT VARs are doing, and the managed services provider business model that prevails in the IT space? One question that NSCA often gets from integrators is, “It seems you are steering us towards becoming an IT VAR rather than an AV integration firm. Why is that?” This issue actually came up a lot at the recent Pivot to Profit Conference, and is the topic of our video Question of the Week, with Chuck Wilson. “Really the […]

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Would You Rather Increase Revenue, or Reduce Costs?

Posted on October 15, 2019 in Around the Web ,Blog by

It takes about $100 of revenue to add $10 of profit, but it only takes $10 of cost savings to add $10 of profit. So, would you rather increase revenue, or reduce costs? Sales Executives generally think their role is to generate revenue, and they are mostly, but not entirely, correct. They can also make a serious contribution to cost containment if they pay attention to it. The problem is, sales rarely gives enough thought to what happens to a project once they hand it […]

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