When Smarter Systems first stepped into the K-12 market in 2008, it quickly uncovered a fundamental truth: technology only succeeds when people trust it. In classrooms, every time a teacher uses a system in front of students, they’re taking a leap of faith. If technology falters, confidence is lost — and often so is the willingness to try again.
This high-pressure environment shaped the company’s DNA, instilling a focus on standardization, simplicity and reliability. Smarter Systems developed classroom “packages” tailored to meet the majority of use cases, enabling fast quotes, low-impact designs and seamless installations. With immovable timelines like summer breaks and no room for change orders, precision became a necessity.
Today, Smarter Systems applies that same philosophy to enterprise and university clients, where the stakes are higher and the environments more complex. “Downtime is never really an option,” says CEO Ned Coleman. While the scale has grown, the mindset remains the same: if a system doesn’t work every time, people won’t use it. And if they don’t use it, they won’t invest in more.
This commitment to trust and usability has shaped Smarter Systems from a local K-12 technology provider to a regional AV powerhouse, earning it the prestigious Integrator of the Year award for Differentiating Strategies.
Since its founding with a mission to equip classrooms, the company has evolved into a trusted partner for major corporations and universities across the Southeast. Its growth is rooted in resilience, adaptability and an unwavering dedication to its core philosophy, the “Three On’s.”
Courtesy / Smarter Systems
The “Three On’s”: The Foundation of Smarter Systems’ Success
At the core of Smarter Systems’ success lies a straightforward yet powerful philosophy: every project must be delivered On Time, On Budget and On Quality. This disciplined approach has become the company’s hallmark, setting it apart from other integration firms.
“Many integrators can deliver a project quickly or cheaply but the real challenge is balancing those demands without compromising quality,” says Coleman. “The ‘Three On’s’ isn’t just a slogan — it’s a commitment. It ensures our clients get solutions that meet deadlines, protect their investments and work reliably for years.”
This philosophy drives meticulous planning, from resource allocation to profitability monitoring, forcing the team to make strategic informed decisions. The result is a reputation for reliability that has earned Smarter Systems strong client loyalty and repeat business.
Coleman emphasizes that the company’s differentiating strategy only works because it is embraced across the organization — from project managers acting as air-traffic controllers, to installation teams executing with discipline in the field, to sales and operations staff aligning expectations before work ever begins. “The strategy only matters if the team believes in it and executes it consistently,” he says.
Courtesy / Smarter Systems
The Smarter Approach: Listening Over Selling
Smarter Systems’ differentiation begins long before any hardware is installed. The company’s “Smarter Approach” discovery process prioritizes listening over selling and understanding over prescribing.
“One of the most common pitfalls in our industry is the rush to recommend equipment the moment a client describes a problem,” says Coleman. “Our ‘Smarter Approach’ intentionally slows things down. We take the time to understand how a space is used, who’s using it and what success looks like — not just today but months or even years down the road.”
This approach often means navigating a maze of opinions and priorities within an organization. But for Smarter Systems, the goal is clear: to design solutions that are as practical as they are powerful. By balancing simplicity with capability, the company ensures better adoption, fewer support tickets and stronger client relationships.
Strategic Growth and Innovation
Over the past year, Smarter Systems has shown its forward-thinking approach through expansion and shifts in its business model. A standout move was the company’s expansion of its long-standing higher education practice, marked by the opening of a new office in Winston-Salem. This strategic location positions Smarter Systems to better serve colleges and universities across the Carolinas.
“Winston-Salem was a natural expansion for us,” says Coleman, reflecting on the decision. “There was a real gap in the market. A local integrator was winding down operations, and we stepped in to help close out projects, gave some of their team members a soft landing and used that momentum to open a new office.”
Courtesy / Smarter Systems
The move wasn’t just about geography — it was about creating consistency and efficiency for clients. “For university clients with campuses across multiple cities or states, they value working with a single consistent team,” Coleman explains. “Internally, it allows us to allocate resources across locations based on project demand rather than outsourcing or leaving talent underutilized. The result is consistency for clients and efficiency for our team.”
This strategic expansion bolstered by targeted hires has quickly established Smarter Systems as a trusted partner in the higher education market — a critical step in the company’s growth.
Strengthening Client Partnerships with New AVaaS Offering
At the same time, Smarter Systems has ventured into new territory with the launch of a AV-as-a-Service (AVaaS) offering. This service, which includes built-in support represents a significant shift from traditional project-based work and reflects the company’s ability to adapt to evolving client needs.
“Our AVaaS offering was shaped by what we learned in both K-12 and enterprise environments,” Coleman says. “We developed standardized solution bundles for mid-size organizations that don’t have dedicated support desks, have tighter budgets and want the flexibility to upgrade over time. Adoption varies and that’s understandable. Some clients are structured around capital purchases instead of operating expenses. Others want to try supporting systems internally or take a calculated risk on future service needs. But for those who do adopt AVaaS, they value the low barrier to entry, the ability to evolve systems over time and the clarity around ownership and support.”
For Smarter Systems, the AVaaS initiative is about more than just revenue, it’s about redefining the company’s role in its clients’ success. “Philosophically, offering AVaaS reinforces how we see our role after installation,” Coleman explains. “As a long-term partner responsible for keeping systems operational, relevant and in use day after day.”
While adoption of the AVaaS model is still growing, the initiative highlights Smarter Systems’ commitment to testing, learning and evolving.
Courtesy / Smarter Systems
A Culture That Builds Leaders
Perhaps the most significant differentiator for Smarter Systems is its people. The company has fostered a culture that emphasizes mentorship, continuous learning and internal career growth. New hires are paired with seasoned mentors who guide them through technical training and help them adapt to the company’s high standards.
Certifications like AVIXA CTS and Dante are prioritized, but the commitment to employees runs deeper. Many of Smarter Systems’ leaders, including its CEO, started as junior technicians, rising through the ranks by seizing opportunities and addressing challenges firsthand.
“When I was a junior technician, Smarter Systems was much smaller,” Coleman recalls. “I saw inefficiencies everywhere — installers making schedules the morning of a job, unnecessary trips to the hardware store and teams starting installs without fully planning. Those experiences shaped how I lead today. I’m intentional about addressing inefficiencies upstream so projects succeed. When I visit job sites now, I sometimes see that moment of surprise from technicians, like, ‘Oh, you really do know what you’re talking about.’ I try to lead in a way that shows I’ve been there. We mentor by example and opportunity. Technicians see real pathways to leadership because they’ve watched it happen, including in my own career.”
This approach creates a culture of opportunity and ensures leadership understands the business from the ground up. It also benefits clients, who gain from the continuity and expertise of a team deeply invested in their success.
Looking Ahead
“I have a sticky note on my monitor that says, ‘The things that got us here are not the things that will get us where we want to be,’” Coleman adds. “That doesn’t mean abandoning process — it means building on our foundation as a launching point for what’s next.”
From its educational roots to becoming an award-winning integrator, Smarter Systems has shown that strong values and a clear strategy drive lasting success. Its true strength lies in the seamless collaboration of strategy, process and people across every project — a blend of execution, innovation and a people-first culture that sets a standard for the industry and earns it the title of Integrator of the Year for Differentiating Strategies.
