Integrators regularly ask Navigate for advice about how to grow their services revenue. It often goes something like this, “How do we start this, because right now we have a break fix business? We get calls from our clients and we are very reactive and we take care of them,
Integrators are making the shift from a reactive service model to a proactive support model There has been a lot of discussion in the integrator community about best practices for developing services and support revenue, and how to embrace a recurring revenue model. Today, our own Steve Riley is
Introducing Navigate Academy, an online training platform developed exclusively for systems integration and related technology companies. Over the last decade, the audiovisual integration industry has seen monumental advances in technology and systems. With those advances come more difficult challenges when it comes to selling and managing multiple overlapping projects, which
Who should be responsible for the estimating process? One of the issues Navigate often addresses with customer is the estimating process. Today, our own Steve Riley is joined by Tofiq Indawala, Director of Product Management at Solutions360, to discuss who should be responsible for the estimate. “This is a conversation
With 2,500 people, and 7,800 installations in 2019, how does AVI-SPL work through standards, process and accountability? There is a lot of growth in the AV industry, and 2020 could be the first year an integration firm hits $1 billion. Some of this growth can be attributed to the rampant
In today’s global economy, there are more opportunities than ever before to deploy technology systems around the world. But working globally can create some logistical challenges as businesses try to scale their operations. To overcome the challenges of global AV deployments, companies need global technology partners that can deliver high-quality projects
Why is hypocrisy a killer of a company culture? In previous podcasts, Brad Malone and Tim Albright have touched on the concept of hypocrisy, such as instances when the superstar salesperson is given preferential treatment. But we have never really delved into this idea, and explored the negative impact hypocrisy
Make it or break it profitability on global integration projects can come down to project management. This week, Brad Malone is joined by Chris Miller, Executive Director of PSNI Global Alliance. PSNI has built a global network of technology solutions providers that now includes 74 integrators, with 188 offices in
A question that Navigate often hears from integrators is, “How do we grow our services business?” Steve Riley is our resident support and service guru. Today, Steve talks with Brad about some best practices for integrators that want to build a service and support offering. “Many customers ask me how
One of the things Navigate often hears from integrators is that they focus on putting quality into commissioning. Today, Brad is joined by Jim Maltese, Vice President of Quality Standards with Level 3 AV, to discuss why you should also build quality and metrics into the design process. “It’s like
