Yearly Archives: 2019

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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Keeping Score in Your Integration Business

Posted on November 4, 2019 in Around the Web ,Blog by

Where in your organization are you keeping score, and who is responsible for it? Toward the end of the fiscal year, most organizations will set out strategic goals for the following year. Whether that’s sales, performance, customer satisfaction or profitability. But, how do you know if you are reaching those goals? Today, Brad Malone talks about this, on The AV Profession podcast, with Tim Albright. A lot of organizations have soft goals like, “We’re going to increase sales.” That’s good, but based on what? Is […]

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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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Revenue Recognition Basics with Brad Dempsey

Posted on October 21, 2019 in Blog ,Improve Financial Management ,Solutions360 by

Revenue recognition standards determine both how much and when revenue is recognized on the income statement…so that’s a big deal. The new revenue recognition rules came into effect for non-public companies for fiscal years beginning after December 15, 2018. So this is still a fairly new topic for integrators, and we receive lots of questions about best practices for implementing the new standards. The standard eliminates the transaction, and industry-specific revenue recognition guidance, and replaces it with a principle based approach for determining revenue recognition. […]

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It Will Take a Village to Make the Security Industry Cyber Secure

Posted on October 7, 2019 in Around the Web ,Change Management ,Q360 by

When it comes to who is responsible for the security industry’s cyber security preparation, the correct answer is everyone: manufacturers, security integrators and dealers, consultants and end users.   In Gordon Ramsay’s latest reality TV show, “24 Hours to Hell and Back,” chef Ramsay and his team pick a failing restaurant and, over the course of 24 hours, use a combination of training, physical changes and tough love in an attempt to get them back on track and save them from themselves. The theme of […]

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Metrics and KPIs Should Drive the Right Behavior

Posted on July 8, 2019 in Blog ,Business Process Improvement ,Industry Discussion by

First, you have to determine, the performance or the behavior you want. Only then can you determine how to measure that performance. This week, Brad Dempsey and Brad Malone, or as we like to call them, The Brad Show, discusses what kind of KPIs integrators should track, and how to use those KPIs to manage accountability. If we look at the typical integration project, the two worst metrics are also the most commonly tracked –  Are you on time and on budget? This is a […]

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Will Your Integration Business Survive Corporate Adolescence?

Posted on July 2, 2019 in Achieve Business Growth ,Around the Web ,Change Management by

Without even defining corporate adolescence, you can figure out what it means. Corporate adolescence is a term Navigate likes to use to describe that awkward stage in a company’s life when they are no longer small—but not yet large.  You have some of the characteristics of each but are not quite one or the other.  And it’s downright uncomfortable. Almost everyone survives human adolescence (somehow).  Unfortunately, the mortality rate for companies is somewhat higher: some don’t.  But the odds of corporate survival go up dramatically […]

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