Commercial Integrator May 2022 - 28

Hybrid Learning
" The more robust use cases for comprehensive
managed services include special
events, after-hours support and priority
response-time contracts for specialized
classroom systems. "
Integrators must prove that they're
offering genuine value to their clients. One
of the best ways to do that is to leverage
services to capture data that will empower
clients to make better decisions. L3AV's
Maltese says, " [Our remote monitoring
and management] service allows us to
manage firmware to devices, as well as
provide a safe portal to any required
device management. It also allows us to
provide room-usage analytics that can help
spot usage trends and guide AV decisions
for that specific team in the future [as they
continue] their space-planning endeavors. "
He adds that remote monitoring and
management not just empowers clients.
" Ensuring they have immediate access to
system information creates well-informed
and well-trained users, " Maltese opines,
" [which] ultimately improving the reputation
of the AV solutions. "
What about Training?
Maltese's mention of training opens discussion
of how integrators can help train
education institutions on how best to use
their hybrid-learning systems. Vistacom's
Ferlino, who says that offering high-quality
training has become table stakes these
days, remarks, " ...[W]e have a professional
trainer on our staff, who provides structured,
targeted user training on every completed
project. " Vistacom also offers additional
training services for clients to maximize the
use of their new technology.
Solutionz's Askew says that many schools
have a team on staff to ensure teachers are
properly certified and credentialed, but
" [they] don't always have the...resources to
help with adoption of new technologies. "
That's precisely where an integrator like
Solutionz introduces their custom-designed
adoption and digital-training services. " We
have in-person and online training options, "
Askew describes, " as well as a customized
online classroom portal to provide access
for participants to ask questions, review
lessons and reference additional resources. "
L3AV's Maltese points out that education
28
Commercial Integrator MAY 2022
The same technology-enabled education
environments can serve dual purposes -
both in-person engagement and hybrid
learning with remote classmates.
institutions have year-to-year turnover -
not just of students but also of instructors
and support operators. That means there's
an evergreen need to provide information
and guidance. He cites quick reference
guides as fantastic resources, but also
prone to vanish between semesters. Thus,
Maltese says, " We permanently mount a
QR code to the system so anyone with a
question can scan it with their phone and
be automatically taken to a portal with
information about the system.... " No app
download is required, no fuss and no muss.
" They have immediate access to system
drawings, a narrative describing what the
system can do, operations manuals, training
videos and even a tech-support line, if
required, " he says. From Maltese's perspective,
AV integrators like L3AV can reinforce
their reputation by offering this.
NSCA's Abernathy rounds out the
subject, arguing that, taken together with
managed services, robust training efforts
can lead to increased sales and improved
client retention. Knowing that not every
integrator has fully developed training
offerings, he adds, " There are industry
providers that can assist in these services. "
For example, Abernathy cites OfficePro, an
NSCA business partner, which offers methodologically
sound training services for end
users, technical personnel and administrators.
" [They're] a great resource for this, " he
adds. Those who want to learn more can
visit OfficeProInc.com for details.
Closing Takeaways
Many types of hardware are now commoditized,
there's been a shift toward
soft-codec-based platforms and continuing
economic turbulence is in the forecast.
That means there are several key takeaways
for integrators seeking success in the
hybrid-learning space: 1) Don't just provide
hardware; be a provider of solutions; 2)
The most valuable thing you bring is your
expertise and consultation; 3) Find ways
to leverage monitoring and management,
as well as training, to develop a " stickier "
relationship with your clients, and foster
better outcomes to boost your firm's brand
equity; and 4) Learn everything about
classroom learning design so you can be a
better consultative partner.
As Wargo puts it, integrators should
answer a fundamental question: How can
technology facilitate better learning experiences?
" It really requires a lot of homework
and a lot of time with the client to truly, fully
understand their desired outcome, " he
opines, " [as well as] the pedagogy. " Wargo
urges thoughtful consideration of the
optimal learning mode in various situations,
describing this as, " ...[T]he way in which
the content needs to be shared and experienced
by the learner. " Could that mean
a longer sales cycle? Absolutely. But, with
supply-chain delays such as they are, it's
worth taking that time to fully ascertain the
client's desired outcome and the appropriate
solution to achieve it.
Summing things up well, Solutionz's
Askew says, " With limited budgets, schools
are striving to adopt affordable solutions
that further promote student achievement
through enhanced one-to-one experiences. "
Those experiences must be engaging
and equitable, auditory and visual, and
free from technical glitches and onerous
learning curves. They must accommodate
the education institution's varied modes of
instruction, as well as individuals' own learning
needs. And, if the commercial integration
industry is to capitalize on the opportunity
ahead of us, these experiences must
be facilitated by a committed, contracted,
knowledgeable technology partner who
is ready to take on the role of consultant,
effectuator, troubleshooter and guide.
Class is in session. It's time to learn. CI
commercialintegrator.com
COURTESY OF LEVEL 3 AUDIOVISUAL.
http://www.OfficeProInc.com http://www.commercialintegrator.com
Commercial Integrator May 2022

Table of Contents for the Digital Edition of Commercial Integrator May 2022
