Are there profits hiding in plain sight in your integration business? Remeber, every dollar saved goes directly to profits. Welcome to Part 1 of our new blog series from Joel Harris, Understanding Variable Costs is Wildly Important for Your Integration Business. More than 20 years ago, I discovered
How do you hand project management forecasting in your integration business? One of the challenges Navigate often hears from project managers is a lack of ability to manage and forecast resources. In this video, Brad Malone is joined by Brad Dempsey, CEO of Solutions360, to discuss how forecasting leads
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
I’ve been a student of human behavior and performance for as long as I can remember. In second grade, I noticed that the kids who were the loudest in class also did poorly on their schoolwork. I correlated loud voices with bad grades. (For the record, I have no data
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
Friend vs Manager I’ve had many conversations recently with owners, directors, managers and employees at AV integration companies about the topic of accountability — or the lack thereof. When I ask them about their frustrations with both their direct reports, peers and others in the organization, I hear answers like,
What Should You Do When Customers Have Unrealistic Expectations? In the middle of 1999, I was a regional sales manager for a manufacturing company, covering most of the eastern US and Canada. My boss, Scott, decided to join me on the road one week in the Philadelphia area. Although the
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
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
