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ESPN Makes Digital Splash with $178 Million SportsCenter Upgrade
Mobile displays, video floor, social media wall among many highlights of the new SportsCenter digital studio DC-2.
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Mission Critical 411 on Control Room Integration
Integrators with long histories in this space discuss how projects and customer demands are different than others.
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How Boston College Gets Fans off Comfy Couches, onto Metal Benches
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An AV Guy's Guide to Talking IT
This quick glossary of IT terms will at least help AV integrators demonstrate some basic network knowledge when speaking to their clients' CIOs and IT directors.
Who Really Makes Tech Decisions?
IT professionals play big role in purchasing decisions in higher education, K-12 and corporate markets.

Article


March 30, 2012 | by CI Staff

Integrators and reporters have something common—we both have to consider our audience before we decide what to say or write.

The editors of Commercial Integrator have it pretty easy; we always direct our ramblings at commercial integrators.

It’s not as easy for integrators as they explain the value of their system solutions to customers, since the technology purchasing decision maker varies greatly from companies to company and from vertical market to vertical market. Your audience is a moving target.

EH Publishing, the owners of Commercial Integrator, launched a series of six informational websites for commercial end-user decision-makers. Under the label of TechDecisions, these websites are gaining traction and audience to address the business needs of professional end-users and facility managers in Corporate, Healthcare, K-12 Education, Higher-Education, Hospitality and Worship markets.

Point People

We hope integrators leverage these sites to create dialog with the end-user communities, and to relay market specific content to prospective clients.

Who Are Clients’ Point People?

IT directors and professionals are playing an increasing role in companies’ technology purchasing decisions, according to CI Research.
This graphic shows data from the CI’s 2012 State of the Industry Report. The 23 percent that cite IT professionals as clients’ most common point person is up from 10 percent the previous year.

That works quite well for IT-centric integrators, but A/V integrators need to take steps to make sure they have employees with appropriate skill sets for talking IT.

These responses are greatly influenced by the vertical markets in which the surveyed integrators do most of their business.

Separate CI Research surveys show that IT pros are most common in K-12, higher education and corporate, but less common in house of worship, retail, hotels, restaurants, health care and government.

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Recent comments

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'.

Too bad the pictures only show a promo of IntraLogic and no real or simulated picture of what was used during…

Posted by Alan M Hoffberg on 2014 10 14 · commented on
'Inside Look: Long Island Railroad's Hiperwall Command Center Unveiled'.

Benson - nicely done.  This is a trend in some of the smarter integrators in AV, but needs the kind of…

Posted by dave fahrbach on 2014 10 10 · commented on
'5 Strategies for Selling and Renewing Service Plans'.

For sure it’s not always better! Maybe just selling better!

Posted by Argis on 2014 10 06 · commented on
'Getting Over That Growth Hump: 5 Questions to Ask Yourself'.