At the heart of AV integration since its inception, has been the ability to stitch together disparate equipment, often not designed to work together natively, into a seamless system that meets client needs while remaining reliable, maintainable and easy to operate. The knowledge and expertise of AV integrators and programmers have been essential in crafting these custom solutions, enhanced by the support and guidance provided by manufacturers.
In the past decade, the industry has experienced a shift in mindset, with many manufacturers striving to own the solution by promoting their proprietary platforms that consist of closed ecosystems and their own standards, commonly referred to as “walled gardens.” Although this product strategy is marketed as easy to implement, dependable, and efficient, it sacrifices interoperability and flexibility, which are both important considerations for clients.
The prevailing one-stop-shop strategy with a single brand solution was challenged during the pandemic when product availability led integrators and clients to seek alternatives for products that were not readily available. While the pandemic highlighted the importance of having options, being agile, and not being tied to a specific product line, it remained uncertain whether this trend would persist once the supply chain issues were resolved.
A Turn in the Tide
If our experiences over the past several months are any indication, favorable outcomes will continue to prevail for integrators, programmers, and clients seeking openness and collaboration. Here is some evidence.
At this year’s Integrated Systems Europe trade show (ISE 2025), a significant shift in sentiment toward collaboration emerged. More manufacturers than ever sought to engage in discussions about compatibility, partnerships, and how to make their products easily integrable with control system platforms. Rather than protecting their products or viewing openness as a threat to market share, they see API integration with control platforms as a key ingredient for success.
Similarly, during a recent panel discussion at the HETMA Virtual Conference and in the conversations that followed, a clear message emerged: manufacturers understand that clients want choice. They desire the freedom to select best-in-class products without worrying about whether they can be controlled and integrated effectively. As the demand for open, flexible AV systems grows, manufacturers are listening and responding.
We anticipate that this trend for collaboration will continue to gain momentum at InfoComm 2025. From our perspective, this transformation presents not only an exciting opportunity but also a necessary evolution. The success of manufacturers is no longer defined by who can own the entire AV stack; rather, it depends on how well products can integrate into various open ecosystems.
Collaboration Over Competition
The success of AV systems today depends on IT infrastructure, cloud services and the integration of products from multiple vendors, making open APIs and system interoperability more crucial than ever. AV programmers and software developers have long championed open collaboration and have observed how much smoother and more effective system programming becomes when integration is intentional rather than improvised.
What’s changing is that more manufacturers are starting these conversations on their own. They’re not just open to third-party integration; they’re actively endorsing it. They’re investing in developing modules, drivers, and plugins that make their products easily controllable and programmable within various control system platforms.
The result is a win for everyone! Programmers and integrators gain confidence that the products will be reliably controlled and supported by manufacturer-endorsed, maintained integrations. Clients benefit from easier deployments, predictable outcomes and the freedom to choose the best technology for each application. Manufacturers see their products gaining popularity, being highlighted in projects and experiencing a reduction in support calls.
What was once considered to be a nice-to-have, API integrations have become a differentiator and a competitive advantage for manufacturers.
Collaboration at InfoComm 2025
As we approach InfoComm 2025, we expect even more momentum toward openness and manufacturer collaboration. Clients will continue to demand system flexibility, and integrators will seek assurance that all components interoperate seamlessly. We anticipate even more manufacturers demonstrating a mindset to think beyond their own product lines and focus on how their offerings contribute to a larger, unified solution through API integration.
The AV industry’s shift away from proprietary walled gardens and toward open collaboration signifies a meaningful cultural shift — one that benefits end users, integrators, programmers and manufacturers alike. Just as we’ve seen a growing appetite for partnerships that prioritize flexibility, compatibility and shared success through collaboration and API integration, we anticipate these discussions will become increasingly prominent as the results speak for themselves.
Steve Greenblatt is president of Control Concepts Inc. Brittany DiCesare is director of sales and operations at Control Concepts Inc.
