Commercial Integrator November 2022 - 28

Networking
developed platforms to deliver that value.
" This generates recurring revenue for the
integrator, " Abernathy enthuses, " [and it]
leads to data from these services. " When
integrators leverage that data, they can
better serve clients by suggesting ways
to optimize workflows and yield greater
efficiencies.
" Having everything on the network
as much as possible provides tons of
monitoring options, " Peterson agrees.
It's no wonder, then, that AVIXA's Wargo
confirms solid growth forecasts in this area
- with upward revisions very possible.
" There's just a lot of potential there that I
think we're just starting to see the possibilities
for, " the market intelligence specialist
declares. Wargo mentions that some
integrators may even widen their aperture
beyond monitoring and maintenance and
embrace emerging opportunities like
content as a service.
Monitoring, management and maintenance
aren't just means to boost
integrators' business, though. Equally, if
not more, importantly, they are a way to
enhance client outcomes and meet today's
elevated expectations. AVI-SPL's Richards
makes the case, noting that network
connectivity allows for another monitoring
point in the signal chain and offers the
'Early on, we identified
lack of in-house expertise
in networking and hired a
network engineer who knows
Cisco CLI commands by heart.
They were a project lifesaver.'
- Jay Armand, chief officer,
Solutionz Inc.
visibility necessary to ensure sources and
destinations are healthy. " If part of the
client's strategy for service is to centralize
or automate how escalations/ticketing
occur, this can often align with standard
IT process and simplify how a resolution
is achieved, " he explains. " Ultimately,
standard IT management processes can
lead to proactive resolutions when there is
a failure versus [being] reactive. " Richards
adds that, if a total hardware failure
occurs, integrator partners benefit from
having better visibility of the issue prior to
going onsite.
And, Diversified's Mitchell adds, all this
visibility can consolidate on that everelusive
" single pane of glass. " As he
explains it, " The benefit of a robust managed
service offering is the consolidation
of all the disparate vendor-management
tools and web interfaces into one central
monitoring and management platform
that enables the client and/or integrator
to better understand usage [and] potential
needs, [as well as to] resolve issues, manage
updates and more. "
The rise of network-centric AV systems unlocks
capabilities and profit potential, but
it also pushes integrators beyond comfort.
28
Conclusion
Integrators have limitless opportunity, and
a bit of a challenge, ahead of them. The
rapid rise of network-centric AV systems
unlocks heretofore-unattainable technical
capabilities and vast profit potential, but
it also means many integrators must push
beyond established comfort zones. And
make no mistake: The evolution is continuing
unabated.
" As IoT sensors and devices become
Commercial Integrator NOVEMBER 2022
more and more part of the solution, integrators
will need to understand AI [and]
machine learning..., " Abernathy advises.
Moreover, they would be well served by
bringing on software developers to help
create solutions to meet client needs.
Diversified's Mitchell echoes this
point, making clear that the complexities
around networked AV are only increasing.
" We are now navigating a new phase
of AV/IT convergence with the move to
software-based solutions and virtualization, "
he opines. " This transition can be
seen in modern collaboration endpoints,
virtual control systems, digital audio
processors and other devices. " Mitchell
continues, " The associated skill sets to
design, deploy, secure and support these
systems go beyond networked AV or
AVoIP engineering. Conversations are
now being had around high availability
[HA], server scalability, patching, security,
device management and platform-based
provisioning. "
Even when integrators feel their core
competencies don't align with emerging
opportunities, they shouldn't necessarily
cede those dollars to others. As Wargo
says, " When you can't build, you partner
to acquire or to bring to the table. That
will be a big part of this - finding sister
organizations who are a little better on
this other side than you might be. " That's
a recipe for gaining efficiency, skills and
access to new markets.
If you'd like to share feedback about this
Deep Dive report, please reach out to me
at dan.ferrisi@emeraldx.com. CI
commercialintegrator.com
STANDRET/STOCK.ADOBE.COM
http://www.commercialintegrator.com
Commercial Integrator November 2022

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