Your clients’ expectations are moving faster than most integration business models. As security and AV systems become mission-critical, the definition of good service has changed. Integrators who still install and walk away are already falling behind.
A free one-hour webinar from Commercial Integrator, Security Sales & Integration and NSCA named “Five End User Expectations That Integrators Must Adapt To” covers five shifts you need to address now.
The Five Shifts
- Uptime is the new baseline. Clients don’t want to place a service call. They expect you to catch problems before they notice, so you need proactive monitoring and service plans built around availability.
- Clients arrive pre-informed by AI. Your customer may show up with a spec sheet, a comparison chart and a price target generated in minutes. You no longer win on information. You win on judgment.
- IT now controls the purchase. The facilities manager who approved past projects often isn’t the decision-maker anymore. You’re selling to IT, and IT evaluates vendors differently.
- Network access is earned, not granted. Every device you put on a corporate network raises a security question. Without IT’s trust, your project stalls at the firewall.
- Not every recurring-revenue pitch is real. Recurring revenue is the industry’s favorite promise. When you separate durable service revenue from hype, you protect your margins and your reputation.
Who’s on the Panel
Joe Perez, chief technology officer of ClearTech, and Andy Russell, chief technology officer of SVT, both serve on NSCA’s Emerging Technologies Committee.
Jon Ray, chief revenue officer of Revenueify, an NSCA Business Accelerator partner, joins them.
Dan Ferrisi, group director of content + editorial, industrial + tech, at Forge, will moderate the discussion.
The Takeaway
Adapting to these expectations isn’t just about keeping clients. It’s how you win the ones your competitors lose.
“For integrators to be strategic consultative advisors to their clients and preserve their long-term relevance, they must adapt themselves to the ever-evolving expectations their customers bring to the table,” says Ferrisi. “This live webinar will be an invaluable roadmap offering integrators guidance on exactly how they should adapt while still keeping their unique company DNA intact.”
Register for the Nov. 17 webinar to find out whether your business already meets the bar your clients are setting.
