Yearly Archives: 2020

All Sales People Should Create This One Thing for Themselves

Posted on July 13, 2020 in Around the Web ,Blog by

This is a guest blog post by Chris Peterson, Principal at Vector Firm Greg Maddux, former Major League Baseball player, four-time Cy Young Award winner, and MLB Hall-of-Famer, was known for his control.  He wasn’t overpowering but was always in control of his pitches and his ego. It was his control that led to his greatness. However, if you watched him closely, there were a few times during every game when Maddux lost control of his temper while he was on the mound, and sometimes […]

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Labor Burden Is a Crucial Concept for Running a Profitable Integration Business

Posted on June 8, 2020 in Business Process Improvement ,Improve Profitability ,Q360 by

If you hear the term “Labor Burden” and you want to glaze over a bit, don’t Understanding Labor Burden, as applied to the direct hourly cost of your billable labor (Technicians, Engineers, Programmers, Project Managers, etc.), may just change your business. Labor burden is a crucial concept in running a profitable company.  It helps managers understand the true costs and resulting profitability of people, projects and departments.  It helps to determine how you should be pricing your labor, and when to hire more when needed. […]

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Dashboards in Q360 Turn Data into Information

Posted on December 23, 2019 in Blog ,Business Process Improvement ,Q360 by

What differentiates integrators that use dashboards in Q360 from those that don’t? Today, Tofiq Indawala, Director of Product Management, is joined by Brad Malone from Navigate Management Consulting to talk about dashboards in Q360. How do Solutions360 customers use dashboards? “A lot of integrators traditionally just look at the day-to-day operation and don’t understand what direction the ship is actually heading,” says Indawala. “They’re dealing with a lot of spreadsheets, a lot of data, a lot of information. But when you look at data in […]

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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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How Can Integrators Achieve Sustainable Growth?

Posted on August 26, 2019 in Achieve Business Growth ,Customer Success Stories ,Q360 ,Solutions360 by

How can systems integrators achieve sustainable growth? “I think our biggest challenge in this industry is resources,” says Jay Rogina, Principal at Spinitar. “We need resources all the way through from the account management to the installation. How is that done? Education. We need education starting in the high schools, education all the way through colleges, with on the job training, and a lot of internships. So that’s one way, and that’s one of the biggest challenges, I believe, that we have in this industry. […]

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Use Your Data to Circumvent Risk

Posted on May 27, 2019 in Around the Web ,Improve Financial Management ,Industry Discussion by

A blog entry based upon The AV Profession podcast with Tim Albright and guest David McNutt of Navigate Management Consulting. This podcast is part of a series from The AV Profession about risk management and risk assessment. Today is a deep dive, talking about the risks of not having enough information to make the right decisions in your integration business. “When we work with companies and we begin to pull back some layers of non-transparency, we often see that companies don’t have a lot of […]

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The Importance Of Setting Business Benchmarks

Posted on January 7, 2019 in Blog by

NSCA recently took a deep dive into the importance of setting business benchmarks by Chuck Wilson Most likely, the idea of spending an inordinate amount of time reviewing your company’s financial performance isn’t high up on the list of fun things to do. But, over the past few years, integrators have had to do a lot of growing up. If we want to survive, we can no longer be an industry that isn’t ready to move forward. We now provide organizations with some of the […]

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