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 1 of 5
Electrosonic Named 2014 Integrator of the Year
Celebrating its 50th anniversary in 2014, Electrosonic's leadership has its eyes on ensuring the firm lasts at least another half-century.
 2 of 5
Crisis Averted: How 2 Firms Came Back from the Brink of Disaster
SVT and Altel Systems share their tales of tumble and turnaround to help those who may face the same problems prepare for the worst.
 3 of 5
Interactive Video Wall Promotes Recovery at Delaware Children’s Hospital
Kinesis Studio installs gesture-based activity wall for duPont Hospital for Children that gives young patients interactive landscape during recovery.
 4 of 5
Flashback Friday: Advanced AV Assists Ryan Seacrest Foundation
For this week's edition of Flashback Friday, go inside the first broadcast center of its kind inside Children's Hospital of Philadelphia. Seacrest opens the 8th studio today at Children's Hospital in Boston.
 5 of 5
Advance Technology: From Mom-and-Pop to Emerging Industry Force
Advance Technology, a $7.7M firm with limited resources, turns industry obstacles — lack of service revenue, IT convergence and talent recruitment — into competitive advantages.
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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