Commercial Integrator May 2023 - 11

knowledge within a trusted network benefits
AV integrators, suppliers, manufacturers
and cross-industry partners. It helps to
refine processes, maintain profitability and
deliver better outcomes to clients.
The commitment also enables integrators
to keep a competitive edge and
provide clients with the latest and most
innovative solutions. In a manner similar to
what we see in racing, teams analyze data,
refine techniques and implement small
changes to achieve their desired outcome.
Ultimately, a dedication to incremental improvement
leads to success and the ability
to stay ahead of the competition.
Complementary Capabilities: Successful
partnerships rely heavily on complementary
capabilities. Integrators with a partner
network that complements their business
bring a range of skills and expertise, and
this makes them more successful. For
example, if an integrator is seeking insight
into how best to integrate an esports center,
another integrator that has experience
can share lessons learned. This type of
strategic partnership allows competitors to
recognize the value of sharing industry insights.
Likewise, unparalleled partnerships
lie at the foundation of integrators achieving
rapid growth. For example, when an
AV integrator can rely on a partner to round
out its low-voltage offering, it increases
the opportunities for new construction
projects. Additional partners can include
flooring, security, acoustic-treatment
experts or high-rigging companies.
We see something similar in F1: Complementary
capabilities are demonstrated
in the relationship between teams and
their engine suppliers. Teams like Red
Bull Racing and AlphaTauri have formed
prosperous partnerships with Honda
Racing Corp., which has given them a
competitive edge.
Although our industry is highly competitive,
even the largest integrators built
themselves on partnerships rooted in
leveraging complementary capabilities.
Trust: Trust is the cornerstone of any
successful relationship, whether personal
or professional. There must be trust that
everyone is loyal, holding in confidence
information shared among the network.
(For example, workarounds for a productsupply
issue that has cost integrators millions
of dollars in profit or loss of clients.)
It's essential for there to be trust that
everyone in the network - from service
providers to deployment partners - has
the network's best interest in mind. Also,
there must be trust that any partner will
treat your customer as though they were
their own. Trust is essential to a champion's
business partnership.
Taken together, the racing circuit
provides many valuable lessons for successful
partnerships in the AV industry.
Finally, rounding things out with these
critical factors to achieving success and
forging unparalleled partnerships is the
desire to win, which lies at the heart not
only of F1 but also of successful business
partnerships.
By adopting these principles, integrators
can develop strong relationships with
their manufacturing partners, industry
partners and competitors, resulting in
long-term success and a champagne celebration
for everyone involved.
Kristie Kidder is director of
marketing and communications
for Edge, formerly USAV
Group, a division of The PSA Network.
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MAY 2023 Commercial Integrator
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Commercial Integrator May 2023

Table of Contents for the Digital Edition of Commercial Integrator May 2023
