Yearly Archives: 2019

From Service to Support

Posted on May 6, 2019 in Blog ,Change Management ,Industry Discussion by

Service is the act of doing. While support is the act of doing with the interest of your customer’s success in mind. The evolution of service to support is a really hot topic with technology integrators these days. There is widespread acknowledgement that creating streams of revenue from managed services and support will help to create predictable revenue that can make your integration business more sustainable in the long run. Steve Riley, one of our resident experts on support, shares his wisdom on this topic in […]

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Using As-A-Service to Sell More Hardware

Posted on March 18, 2019 in Around the Web by

A blog entry based upon an article from our partners at GreatAmerica Financial Services There is no way around it. If As-A-Service wasn’t the “thing” before, 2019 is the year of As-A-Service for Managed Service Providers, UC providers and Audio Visual shops. Just last week, Arlin Sorensen, the father of MSP best practice sharing, stated in his daily email, “the days of long term contracts will likely change as the buyers become younger and more friendly to a subscription rather than longer term commitment.” Don’t […]

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Managed Services: What Are You Waiting For?

Posted on April 9, 2018 in Around the Web ,Change Management by

It’s tough for AV integrators to make money selling expensive gear, but there’s a better way for them to maintain a close relationship: managed services. Bob Lobascio, Nick Points and Josh Shanahan talk about recurring revenue at the 2018 NSCA Business & Leadership Conference.OK, what’s your excuse? We’ve been telling you for years that your competitors are offering managed services and yet you’re still not doing it. We even chose our 2015 Integrator of the Year in part because of their proficiency in literally thinking […]

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Does Managed Service Demand Exist for AV Solutions?

Posted on February 19, 2018 in Blog ,Improve Profitability ,Industry Discussion by

  By Chuck Wilson In a recent Twitter debate, I was challenged on a statement I made in this article, recently published in Commercial Integrator. In this piece, I said that until AV companies have the right people in place, they won’t be able to make the jump to a recurring revenue model. The debate began with a good friend of mine suggesting that: “The growth of managed services will be determined solely by the market. ‘The right people’ cannot create demand that doesn’t exist. And […]

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3 Managed Services Mistakes to Avoid

Posted on January 29, 2018 in Blog ,Improve Profitability by

 By George Humphrey Managed services continues to be one of the fastest-growing segments of the technology services industry, but is not without its challenges. Time and again, I see the same mistakes being made over and over. In an effort to offer solutions to some common problems, here’s a guide for avoiding the typical pitfalls companies might encounter on the road to establishing a successful managed services business. Mistake #1: Lack of Understanding It sounds simple enough, and could almost seem insulting to some executives. […]

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There’s a ‘Disappointing’ Lack of Managed Services Contracts in AV Industry, According to These Findings

Posted on January 22, 2018 in Blog ,Change Management ,Improve Profitability by

  Managed services contracts are still considerably low in the AV industry. This is surprising for a space that’s filled with acquisitions. by Tom LeBlanc “If there was one disappointment” in the otherwise glowingly optimistic results of Commercial Integrator’s and NSCA’s annual Integration Business Outlook Survey, it was that the AV industry transition from project- to service-based revenue isn’t going gangbusters.An inexcusable 20 percent report that they earn zero via managed services contracts. Nearly a third, 30 percent, earn only 1-5 percent of their revenue […]

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5 Best Practices from AVI Systems for a Successful ERP Implementation

Posted on January 15, 2018 in Blog ,Customer Success Stories by

  Preparation and organization were keys to AVI’s successful Q360 implementation       Anyone who has ever experienced an ERP implementation, will tell you there is nothing ‘easy’ about it. But according to Kendra Lettau, Process Management Architect at AVI System, there is much that can be done to make an ERP implementation run smoothly. AVI Systems went live with Q360 in September, 2015. A little more than two years later, the company can look back and point to some best practices that helped […]

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