STATE OF THE INDUSTRY COVID-19 and Managed Services How did COVID-19 aff ect your business in 2020? What type of managed services contract have you sold or executed in the past 12 months? COVID-19 had a severe negative eff ect on our business 27.1% Our business grew despite COVID-19 UCC Licensing 2.3% 25.4% 8.5% COVID-19 had a minor negative eff ect on our business 39.0% 6.8% COVID-19 had little to no eff ect on our business Hardware Updates/ Replacement On-Site Staffi ng 27.3% Other 22.7% Remote Monitoring/ Management 40.9% How do you expect your business to be impacted by COVID-19 in 2021? We expect COVID-19 to stop aff ecting our business in 2021, and to grow this upcoming year We expect to recover and get back to business as usual in 2021 We expect COVID-19 to have little or no impact on our business in 2021 We expect COVID-19 to have a minor negative impact on our business in 2021 We expect COVID-19 to have a severe negative impact on our business in 2021 We expect to have more projects as a result of COVID-19 Have you sold or executed a managed services contract in the past 12 months? 3.4% 22.0% 15.3% 37.3% 11.9% 10.2% What percentage of your revenue comes through managed services contracts? 21 to 30% No 25.4% Yes 74.6% 5 to 10% 30.5% 11 to 20% 18.6% 8.5% Less Than 5% 42.4% commercialintegrator.com JANUARY 2021 Commercial Integrator 19http://www.commercialintegrator.com