Yearly Archives: 2020

4 Mistakes That Are Hurting Your XaaS Sales Approach

Posted on June 29, 2020 in Around the Web ,Blog by

Changing the Way You Sell HaaS and Financing Ultimately, adopting an As-A-Service or subscription model will change your business for the better, but there is more to making the change than building out the offering. Once you are ready to get started, implementing HaaS requires a change to your sales team selling method. In Part 1 of this discussion, we focused on best practices for implementing HaaS in your integration business. Without a doubt, adjusting your sales tools and approach is not always easy. Just […]

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Video Demo: Q360 Cash Flow Forecasting Dashboard

Posted on May 4, 2020 in Business Process Improvement ,Improve Financial Management ,Q360 ,Solutions360 by

We are excited to release the newly updated cash flow forecasting dashboard in Q360 Why is cash flow forecasting important? The object of cash flow forecasting is to compare how much cash you receive each month to how much cash you must disburse. Solutions360’s new worksheet tool will help you to forecast both sides of this equation. This month-by-month look forward can help integrators manage growth, as well as predict any impending cash flow crisis. 7 Tips for accurate cash flow forecasting in your integration […]

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Resource Management – Getting What You Need from Workers

Posted on April 14, 2020 in Around the Web ,Blog by

What is the best way for systems integrators to handle resource management? Resource management is such an important issue, it invariably leads to other questions: How do we manage the utilization of our resources effectively? How do we set objectives that our people can meet? How do we motivate and incentivize people to meet those objectives? How do we set up clear and definable metrics? There are three steps: 1. Alignment Establish and communicate to our people the organization’s vision and mission. This allows employees […]

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Don’t Be a Cash-Blind Owner Part 2 – Sources & Uses of Cash

Posted on April 6, 2020 in Around the Web ,Blog by

What makes a financially successful integration business? One with high profits? One with a solid financial plan? Many owners believe that, if profits are solid, then the company is solid. As we revealed in Part 1 of our blog series, Don’t Be a Cash-Blind Owner, however, they’re pretty upset when they find out that isn’t reality. These are “cash-blind owners” – owners who don’t know anything about their cash flow. How do you know whether you’re a cash-blind owner? Try answering these three simple questions: Do […]

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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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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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