Yearly Archives: 2018

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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How Spinitar’s Self-Directed Teams and ‘Family’ Culture Helped It Reach $60M

Posted on May 24, 2017 in Blog ,Change Management ,Customer Success Stories ,Industry Discussion by

Through a name change, new philosophy and even a recession, Spinitar has grown to a $60 million company that shows unmatched loyalty to its employees, builds unique project teams and even works with competitors D. Craig MacCormack Click here to read the full article You’ve probably never heard of Presentation Products, Inc., but it’s a company with more than a 30-year history of installing and integrating some of the most progressive AV systems in the industry — and of treating its employees well. Presentation Products, Inc. […]

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Does Software Have a Place in Your Strategic Planning?

Posted on July 4, 2013 in Blog ,Business Process Improvement ,Change Management ,Improve Profitability by

I received an engaging note from a client yesterday about how they perceived the acquisition of our software and it made me curious to see how others viewed software’s place in your business. Eric the CFO at Wayne Automatic said: “Q360 doesn’t sell software.  Instead they enable you with tools to optimize your processes, while simultaneously challenging you to rethink where and how you generate your greatest returns on investment.  Only those individuals who are serious about taking their organizations to the next level should […]

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Can’t Decide Whether to Love or Hate Service Agreements? You’re Not Alone

Posted on April 28, 2012 in Blog ,Business Process Improvement ,Improve Profitability ,Solutions360 by

The following is a excerpt of a post by Christopher Neto of AVShout At Your Service Can’t Decide Whether to Love or Hate Service Agreements? You’re Not Alone  By Christopher Neto It has many names—a service maintenance agreement, a fixed-price support contract, a service level agreement, a maintenance contract, a service contract, or even an extended warranty (although this term can be limiting). The basics are that service agreements were originally developed as the insurance policy for products and services. For the customer it gave them piece […]

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