How to Survive the Post-Hardware Installation Era

The integrator of the future will require talent more than ever, the ability to maximize the utilization of that talent, and the processes to support them.

CI Staff

Our focus is the “technology integrator,” which basically means companies that sell, install and service technologies (AV, IT, security, telephony).

In talking with customers, peers, and industry experts it seems there is a movement similar to what we are seeing with the automobile. With that, I mean a movement to autonomous cars, that people lease as opposed to outright owning.

As technology evolves, in particular augmented reality, speech recognition and artificial intelligence, the typical hardware installation we see today may diminish greatly.

I’m not talking about a bunch of people in a boardroom with VR goggles on their heads, I’m talking about things like ear pods that convey biometric information, smart glasses, speech interfaces, chat bots and possibly holographic images.

“As technology evolves, in particular augmented reality, speech recognition and artificial intelligence, the typical hardware installation we see today may diminish greatly.”

Bringing that type of technology into the businesses of the future will require expertise in security, communications, networking and more. This means that human talent in designing, training, and supporting these systems will be the key.

As today, I believe there will be a significant gap between consumer-grade products, and those used in business. And these systems will most likely be cloud based. The current landscape for most integrators is “deal” based.

From a business perspective, for the management and growth of a company, that means a significant change for many existing integrators.

Recurring contracts with customers may very well become the bulk of a business’ portfolio, in the form of managed service agreements, maintenance contracts, consulting agreements, etc.

That type of portfolio requires business attributes such as:

  • Talented staff in sales, engineering, support and training
  • Ability to create flexible managed/ hosted service agreements that are rules based
  • Ability to measure profitability of those agreements
  • Ability to manage, invoice, collect on those agreements with minimum overhead and maximum accuracy
  • Ability to articulate value of services and back up with facts
  • Ability to have a holistic view of the customer, over differing time periods

The integrator of the future will require talent more than ever, the ability to maximize the utilization of that talent, and the processes to support them.

Brad Dempsey is the president and CEO of Solutions360.

More Industry Predictions: Your 5 Year Survival Guide: What it Will Take to Succeed in the Industry

Find Your Perfect Hire Today!

Imagine the possibilities of the top talent working for your team. Commercial Integrator Jobs is an ultra niche-focused job board associated with Commercial Integrator magazine and commercialintegrator.com. Turn to Commercial Integrator Jobs for an audience of engaged, qualified and up-to-date candidates for your job openings.

Click here to find your next great CI talent!

If you enjoyed this article and want to receive more valuable industry content like this, click here to sign up for our digital newsletters!