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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The Misguided Reason Companies Don’t Transition to Managed Services

Posted on October 29, 2018 in Blog by

It’s not a good reason to ignore that managed services or as-a-service revenue is vital to a sustainable business, but the excuse suggested at NSCA’s 2018 Pivot to Profit is probably right. Have you ever wondered why so many AV integration firms are reluctant or unwilling to transition to including more managed services revenue into their business plan? It’s not like they don’t know it’s important. It’s the signature challenge for the AV integration market – one that’s pounded home at industry events, webinars and in countless […]

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Mike Abernathy of NSCA Talks About Solutions360 Business Accelerator Partner

Posted on October 15, 2018 in Achieve Business Growth ,Industry Discussion ,Solutions360 by

In this week’s video, we speak with Mike Abernathy of the National Systems Contractors Association about the Business Accelerators program. “The NSCA is a community of systems integrators and systems contractors,” says Abernathy. “Our role and our job is to assist members, and help them with day-to-day business issues.” That’s why Solutions360 has partnered with NSCA and the Business Accelerators. Solutions360 is an integral part of the NSCA’s Business Accelerator program, which helps systems integrators address key challenges and shifting business models, according to Abernathy. […]

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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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The Age of Data-Driven Business is Upon Us: Are You Listening, Integrators?

Posted on October 9, 2017 in Blog ,Business Process Improvement ,Improve Profitability by

All business should be data-driven business, according to this column by Dan Newman. He and many others say that AV business data is good for integrators. by Daniel Newman The AV integration space wants to be taken seriously as a high-tech space. This is the industry where people come  to connect, communicate and collaborate. You may even have a slogan like that on the back of your business card or your website. In the enterprise space, communication is everything. Whether it’s mass communication or simple small […]

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Using ‘As-a-Service’ Solutions: 4 Benefits to Share with Clients

Posted on August 21, 2017 in Blog ,Improve Profitability by

by Dan Newman If any of your small or medium-sized enterprise (SME) clients are still buying software on a disk, it’s time for you to have a talk with them. As a matter of fact, if any-sized business hasn’t yet adapted to the as-a-service (aaS) model of software, platform, and infrastructure delivery, they’re missing out on a huge opportunity to make business tremendously more agile while improving cost and competitiveness. Remember the days of annual software upgrades, or the frustration of sharing a file with […]

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