Yearly Archives: 2020

A Message from Solutions360 about COVID-19

Posted on March 23, 2020 in Blog ,Industry Discussion by

I hope this message finds you, your loved ones and your employees well. This past week has presented many challenges to our businesses and families as we all look to adapt our lifestyles to the realities we face today. The changing landscape of the current health and economic climates are forcing many into uncharted territory as it pertains to how we run our businesses. At Solutions360, the health and wellness of our employees, their families and our business partners is our number one priority. Fortunately, […]

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Recurring Revenue by the Numbers

Posted on March 9, 2020 in Blog ,Industry Discussion by

There are numerous reasons for integrators to adopt a recurring revenue model. A recent Commercial Integrator article, The Opportunities and Challenges of Selling Your Integration Business, discusses how private equity firms are making serious inroads into the AV integration market—but they’re looking for predictable cash flow through recurring revenue. And the need to get into recurring revenue was certainly a hot topic of conversation at BLC 2020. But what does this new business model mean for your integration business in terms of: Revenue recognition? Cash […]

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Why Are Standards Important, and How Do We Get Our People to Follow Them?

Posted on March 2, 2020 in Around the Web ,Blog by

When we follow standards, it allows us to establish, measure and assure a certain level of quality, and predictability, to our clients and to one another. These days, many people have a hard time understanding why some people don’t seem to know how or care about doing the “right things” the “right way.” It seems that it’s more important to them to do things “their way,” instead of following a standard method which delivers the defined results, and is repeatable across all of the individuals […]

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Create Predictable Cash Flow with Monthly Recurring Revenue

Posted on February 24, 2020 in Around the Web ,Blog by

How important is cash flow to your integration business? A blog post based upon The AV Profession podcast from AV Nation. Most integrators agree that having a backbone of solid cash flow is the lifeblood of an integration business. There has been a lot of discussion in the industry, that developing monthly recurring revenue is one of the best ways to achieve this. Monthly recurring revenue creates predictable cash flow. On this episode of The AV Profession, Tim Albright and Steve Riley of Navigate Management Consulting, […]

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Learn How to Use New Tech Tools to Solve Problems More Effectively at NSCA BLC 2020

Posted on February 17, 2020 in Around the Web ,Blog by

At NSCA BLC 2020, Thomas Wedell-Wedellsborg will talk about using innovation to bring new ideas to life & how to use modern tech to make better decisions.   by D. Craig MacCormack Artificial intelligence, 5G, virtual reality and machine learning are on just about everyone in AV’s minds these days, but where do they fit in today’s business landscape for integrators? NSCA BLC 2020 features this topic prominently. That’s a question Thomas Wedell-Wedellsborg plans to answer at the 22nd annual NSCA Business & Leadership Conference in his Executive […]

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Q360 Helps Integrators Develop Best Practices for Access Control

Posted on February 10, 2020 in Automate Operations ,Business Process Improvement ,Q360 ,Solutions360 by

What is the best way for integrators to track of all those customer passwords? One the of questions Solutions360 always hears from integrators is how to store all their access information. Access control is a problem across the integration industry.  Technicians are installing IoT devices in customers’ network environments, and all of these devices have passwords and usernames. Plus, the servers and computers that technicians use also have passwords and usernames. Access control is also important from a managed service perspective. Many MSPs need to […]

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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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