In short, says AVI-SPL public relations specialist Nathan Legg, “the corporate market is hungry to meet their collaboration needs,” including solution and system standards, global delivery capabilities, unifying their collaboration solutions and proactive monitoring, management and maintenance of their solutions.
AVI-SPL’s global team “understand[s] the current and future needs of our customers, are trained on the newest innovations coming to market, and have the advantage of working with an innovative services team generating new collaboration solutions like UnifyME and Symphony,” says Legg.
Dennis Pitzl, owner of Concepts AV Integration, says his company is focused on service, starting with accommodating all clients’ service calls on the same day they come in.
“Our strongest market is corporate,” he says. “We find that the clients are demand-ing the ability to have extremely simple to operate systems. They want to be able to have a meeting with little to no effort.”
Kevin McKay, national sales manager at Genesis Integration, notes, “Genesis is shifting our focus away from equipment and focusing more on the value-added services that we can provide to our clients. From our initial engagement with our clients, we strive to become ‘outcome-focused.’ The collaboration technologies we provide have become an integral part of the strategic initiatives of our clients therefore we are focused on managing the complete lifecycle of the solutions we offer.”
Bruce Kaufmann, president and CEO of Human Circuit, says “our customers demand more authenticity” in their installations so the company’s sales/engineering approach to needs analysis and project programming “makes our project approach unique.”
Tim Hennen, president of enterprise sales and engineering at IVCi, says corporate clients “are demanding innovative designs that adhere to standard, strong project management skills and ongoing services. IVCi deploys many highly qualified engineers whose job it is to know the technology, to design proven technology into our solutions always with a focus on ease of use and ongoing service.”
“Clients are demanding a very positive full-project lifecycle experience. From needs analysis and design to project management and installation, commissioning and after-sales service level agreements.”—Tim St. Louis, Sharp’s Audio Visual
Robbie Danko, marketing manager at Low Voltage Contractors, notes the corporate market “has always been good for LVC. Unlike most systems companies, we often work directly with the owner or general contractor. There are any examples of how this works for LVC. We were the fire alarm subcontractor on a number of high-rise buildings in Minneapolis and were brought in during the planning stages. LVC produced construction drawings for the owner before the projects were out to contractors for bidding.”
John Mitton, VP of AV group and CTO at Red Thread Spaces, says “collaboration solutions” are the company’s greatest strength. “We are an integrated solutions company and are able to integrate space and technology to provide a great experience for our clients,” he says, noting they use LEAN processing and workspace management techniques to succeed.
Derek Paquin, principal at Sensory Technologies, says the corporate market is tough but lucrative. “Clients are demand-ing increased efficiency and productivity through collaboration solutions. Our consultative approach and focus on embracing the technology allows us to partner with the client for success.”
Sharp’s Audio Visual executive VP of sales and marketing Tim St. Louis also emphasized client demands. “Clients are demanding a very positive full-project lifecycle experience,” he says. “From needs analysis and design to project management and installation, commissioning and after-sales service level agreements. We have spent the past year focused at every level of our company developing revenue from services. It is a priority and is engrained in our corporate culture.”