TOP
STORIES
 1 of 5
Flashback Friday: 7 Super-Scary Wiring Scenarios
CI is bringing back our Halloween-themed guide to feeling great about your company's wiring techniques. What's the worst wiring scenario you've encountered?
 2 of 5
ESPN Makes Digital Splash with Eye-Popping SportsCenter Upgrade
Mobile displays, video floor, social media wall among many highlights of the new SportsCenter digital studio DC-2.
 3 of 5
Mission Critical 411 on Control Room Integration
Integrators with long histories in this space discuss how projects and customer demands are different than others.
 4 of 5
How Boston College Gets Fans off Comfy Couches, onto Metal Benches
Boston College installs new Daktronics 13HD LED video boards at Alumni Stadium to draw fans to the in-game experience.
 5 of 5
Top 10 Dante-Enabled Products
Check out 10 key products that have received the increasingly important Dante touch.
IT Integrator of the Year: Atrion Networking
Atrion has long understood the importance of customer engagement and A/V-IT convergence.

Article


“It’s about trying to block out some of the competitors and partnering with someone who treats customers the same way you do.” - Paul Cronin, Atrion senior VP
December 07, 2012 | by D. Craig MacCormack

The concept of A/V-IT convergence has become almost a cliché at this point because it’s been discussed, analyzed and considered so much in the past few years. For Atrion, though, the convergence of A/V and IT has been a way of life for a while.

That belief and early adoption led Atrion to partner with HB Communications more than a decade ago, after company executives realized how much they could help each other and earn new business after talking at a Cisco partners’ conference.

“It became obvious it was easy for our two companies to work together pretty quickly,” says Dana Barron, CEO at HB Communications. “The model is there for other A/V integrators to reach out to IT-centric companies. It’s a good model to emulate, but I’m not surprised it doesn’t happen more often. In a lot of cases, companies can get very protective about sharing information with someone else.

“Our ownership recognizes the value of working together and trust has been established so our sales staff realizes it’s OK to be transparent. There are so many opportunities we bring each other into. We recognize now how we can work together,” says Barron.

Covisia is another long-time Atrion partner. While the managed services provider was acquired by Waltham, Mass.-based All Covered in April, it remains partners with Atrion to this day.

The relationship dates back more than a dozen years, when Atrion senior VP Paul Cronin worked with All Covered director of service delivery Peter Cullivan at Dimension Data. All Covered uses Atrion’s services mainly in its data center and unified communications call center, says Cullivan.


Click image to view photos of Ation’s new 31,000-square-foot headquarters and more.

“They have very clearly defined practices,” he says. “They invest heavily in talent before the sale and make sure the solution is designed properly before the sale. I’ve seen it first-hand and it gives me confidence. You know the solution is going to have success and the engineering talent is going to be put in the right position.”

Atrion and HB have worked on dozens of projects together over the life of their partnership, most notably Atrion’s new 31,000-square-foot headquarters that opened in conjunction with the company’s 25th anniversary earlier this year.

Atrion’s new home has 15 conference rooms all of which are equipped with various levels of state-of-the-art technology, from flat-panel displays with built-in speakers for presentations to integrated videoconference systems. The facility - almost triple the size of Atrion’s old HQ - also has four customized digital signage displays, tailored to clients and/or employees.

In the conference rooms, a Crestron touchpad allows for simple scheduling and building control automation.

The leaders of both companies check in on the partnership every quarter to make sure both sides are still getting what they want from the deal. HB typically garners about a 2-1 revenue split on jobs they work on with Atrion, and Cronin says, “We’re OK with that.”

View the 6 photos attached to this entry
           
View photos
About the author

Craig MacCormack is a veteran journalist with more than 15 years experience covering local and national news and sports as well as architecture and engineering. He joined Commercial Integrator in January 2011. Follow him on Twitter: @CraigMacCormack.
View all posts by D. Craig MacCormack
Social Bookmark or Share This
  • Facebook
  • Twitter
  • Digg
  • Del.icio.us
  • Yahoo! Bookmarks
  • Google Bookmarks
  • StumbleUpon
  • Technorati
  • Reddit
  • Windows Live
  • LinkedIn
  • Evernote
  • E-mail


  • Latest
  • Blogs
  • Photos
  • Resources
Tales of the Mentors Who Made Us Who We Are

CI, along with InfoComm, NSCA's Chuck Wilson and Zdi's Jay McArdle, takes a step back to appreciate the mentors who get young, tech-savvy professionals excited about a career in the integration industry.

Redefining the Control Systems Programmer
An AV Guy's Guide to Talking IT
What Are You Thinking… Seeking RMR From Yesteryear’s Trends?
5 Strategies for Selling and Renewing Service Plans
View more blog posts
Flashback Friday: 7 Super-Scary Wiring Scenarios

Chances are, when this story was published one year ago, you didn't learn anything from our Halloween-themed gallery of scary wiring scenarios. But hopefully it made you feel great about your own company's wiring techniques. Check it out for this week's edition of Flashback Friday.

InFocus LiteShow 4 Transmits Digital Content to Projectors & Displays
ESPN Makes Digital Splash with Eye-Popping SportsCenter Upgrade
How Boston College Gets Fans off Comfy Couches, onto Metal Benches
Top 10 Dante-Enabled Products
View more photo galleries
White Paper:
Campuses Banking on Emergency Notification, Upgrades

A survey from CI sister publication Campus Safety shows that one in two campus protection professionals say their institutions plan on or are considering deploying new/upgraded emergency alert solutions in the next year.

Webcast: Unscrambling Your AVB, HDBaseT Questions
White Paper: Technology Brief on Control Rooms
White Paper: The Voice: How to Design Emergency Communication Systems with Announcements
White Paper: Digital Signs of the Times
White Paper: A Snapshot of the Onsite Freelance & Contractor Workforce
Webcast: 7 Ways an Integrator Can Save Clients Money on Utility Costs
White Paper: 3 Dazzling LED Panel Implementations
View more papers or webcasts



Recent comments

I am a co-leader for my local ACE Mentor Program here in central Florida.  It is a very rewarding program…

Posted by Jim Landis on 2014 10 24 · commented on
'Tales of the Mentors Who Made Us Who We Are'.

This set really looks amazing, display walls everywhere!

Posted by Chanan Averbuch on 2014 10 23 · commented on
'ESPN Makes Digital Splash with Eye-Popping SportsCenter Upgrade'.

This device is just awesome. It expands line that includes access control and CCTV camera solutions to offer…

Posted by Nishad Hasan on 2014 10 20 · commented on
'Seco-Larm Launches HDMI Product Line'.

Thanks for your comment, Alan. I understand and appreciate your frustration about the pictures and belief…

Posted by D. Craig MacCormack on 2014 10 14 · commented on
'Inside Look: Long Island Railroad's Hiperwall Command Center Unveiled'.