We have been talking a lot lately about the benefits of embracing the AV-as-a-Service business model. But, this is not a new concept, it is just fairly new to the AV space. “Customers are already consuming other technology that way, because it’s being sold like that by vendors in other technology verticals,” says Chad Sowers, Director of […]
managed services provider
Why Integrators Should Pivot to a Managed Services Provider Business Model
Why does NSCA put such a focus on what IT VARs are doing, and the managed services provider business model that prevails in the IT space? One question that NSCA often gets from integrators is, “It seems you are steering us towards becoming an IT VAR rather than an AV integration firm. Why is that?” This issue […]
Would You Rather Increase Revenue, or Reduce Costs?
It takes about $100 of revenue to add $10 of profit, but it only takes $10 of cost savings to add $10 of profit. So, would you rather increase revenue, or reduce costs? Sales Executives generally think their role is to generate revenue, and they are mostly, but not entirely, correct. They can also make […]
Top 5 Benefits of Selling As-A-Service through Financing
Our partners at GreatAmerica Financial Services commissioned a 3rd party research firm to conduct a survey with 194 C-level partners at MSPs and UC Solution Providers. While a variety of information was collected, perhaps some of the most notable is what the partners listed as the top benefits of financing. The benefits of financing are plentiful for both […]
Solutions360 and D-Tools Create the Foundation for Outstanding Customer Experiences
Solutions360 and D-Tools share a common vision to help integrators increase productivity, efficiency and standardization. From the first interaction with a new customer to the final service touch point, you want the design and engineering experience to be seamless and impressive. But using disparate systems and tools can make that a challenge. We’ve got good […]
How Do You Get Your Sales Team to Sell as-a-Service?
There has been a lot of discussion in the integration industry about the need to develop services revenue, and embrace new business models, in order to remain relevant. At InfoComm, Chad Sowers, Director of Business Development at GreatAmerica Financial Services stopped by our booth to talk about some of the stumbling blocks that he sees integrators experiencing. […]
From Service to Support
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 […]
Using As-A-Service to Sell More Hardware
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 […]
Managed Services: What Are You Waiting For?
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 […]
The Impact of M&A on the MSP Market
By Arlin Sorensen, CEO and Founder of the Heartland Companies It’s all the rage right now. Everyone seems to be a buyer or seller; some are even trying to play both sides of the M&A puzzle. It is hard to find anyone who is not actively considering M&A as a strategy for growth or exit. And […]