Commercial Integrator January 2021 - 22

STATE OF THE INDUSTRY
to get them ready for the pent-up demand
that's ready to happen?
" As we look at all of the data coming in,
it points to connectivity being mission-critical, "
says Wilson. That includes social
distancing protocols with spacing, hygiene,
detection, sensors, surveillance and safety,
among others, he says.
" We can use this time frame to look at
what our company is going to be positioned
like to take advantage of what's
coming in the future, " says Wilson. " What
we do is going to more crucial than it's ever
been. We have an opportunity here.
" The video, the audio, everything we do
is going to be what people need, " he says.
NSCA members have been hearing
the word " pivot " for a few years now
related to the shiſt to more of a managed
services-based, recurring revenue model.
They've also started to become more IT-savvy,
says Wilson, meaning they could roll out
thermal detection and AI equipment during
the pandemic.
" They're starting to understand we can
use our equipment to monitor air quality and
how many people are in a space, " says Wilson.
" As technology is evolving, 5G is going
to become a bigger part of what we do. "
Labuskes highlights " opportunity " as his
focus for the year ahead.
" Times of transition are when companies
transform, " he says. " That demands a willingness
to strike out into an environment of
uncertainty, to take risks and fail fast. The
ability to personalize our communication
experiences will be desired in a corporate
entity. Those who embrace that will enjoy
great success. "
People will always need information
when they go to concerts, a house of
worship or a sporting event, but now that
information is more focused on safety, says
Labuskes. He's looking forward to what he's
called " the better normal, " not just in 2021
but 10 years from now and beyond.
Warnick embraces and transition, saying
they both are forms of change and that's a
world in which he thrives.
" If you're in our industry and you're
astute enough to see it, you're going to fi nd
opportunity, " he says. " There's uncertainty
that creates challenges but there's also
opportunity. "
22
Commercial Integrator JANUARY 2021
COVID-19 and Managed Services
What percentage of your revenue do you expect will come through
managed services contracts in 2025?
1.7% 31 to 40%
22.0%
Less Than 5 %
22.0%
5 to 10%
32.2%
11 to 20%
16.9%
21 to 30%
41 to 50%
What are the biggest obstacles against your company moving to a
service model?
44.1%
33.9%
22.0%
18.6%
15.3%
Sales
Compensation
Sales
Training
Overall
Off erings
What, if any, new technology
installation opportunities have
become a part of your portfolio
as a result of COVID-19?
› Mobile Conferencing Cart
› Hands Free Access Control
› Air Purifi cation
› Temperature Sensors
› Occupancy Sensor Tracking Technology
› Streaming Systems
› Teams Conference Rooms
› Virtual Classrooms
Financing
Support
of the
Services
What steps have you taken to
push your company through the
pandemic?
› " New products and new markets. "
› " Expand as consultant to multiple intermediary
fi rms. "
› " Additional training. "
› " PPP loans and grants. "
› " Workforce reductions, restricted hours,
and salary abatement. "
› " Carefully looking at cutting expenses
where it made sense. "
› " Continue to push relationship building. "
› " Improving our marketing and communication
with our customer bases. "
› " Reallocation of resources, push towards
managed services under monthly
payment, and expanded services. "
Other
42.4%
5.1%
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Commercial Integrator January 2021

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