Commercial Integrator 2023 - 28

INTEGRATORS
Inside AVI Systems
AVI Systems brought together its team
in Dallas for a National Sales Meeting
that featured thought leadership,
company-culture nurturing and
creative innovation.
HOW AVI SYSTEMS
CONTINUES TO
GROW IN STATURE
AVI Systems cites its partner mindset, tech mastery and
problem-solving as key pillars of both its pandemic-era
growth and its ongoing success. By Zachary Comeau
BY DAVID HOTCHKISS' own admission,
he questioned why the Medical College of
Wisconsin was spending so much money
on AV systems early in his tenure as chief
information officer. In his role overseeing
the entirety of the college's IT estate,
Hotchkiss simply didn't see the difficulty in
connecting some wires and having content
show up on screens.
" How hard can it be? " the CIO asked an
audience of AVI Systems salespeople at a
presentation during the global integration
firm's National Sales Meeting in Dallas. " You
28
Commercial Integrator JUNE 2023
just connect some wires, stuff shows up on
screens, people smile and bow at my feet. "
However, the 11-year technology chief
of the largest medical-research center
in the Milwaukee metropolitan area also
admits that his valuation of AV systems was
" all wrong. " It actually took the COVID-19
pandemic for him to fully realize the role
of technology in an enterprise or highereducation
setting. Rather than technology
existing to connect people to systems, technology
exists to connect people to people,
Hotchkiss came to realize.
And that, essentially, is the main goal
of AVI Systems, an integrator that reports
having earned $1.4 billion in 2022 global
revenues. Its rise to a leadership position is
thanks to an effective growth strategy that
includes becoming the largest shareholder
in GPA, as well as acquiring and expanding
regionally into the northeastern U.S., Dallas
and the Midwest.
AVI Systems' Growth Strategy
AVI Systems' growth can be credited, in part,
to joining GPA as the regional business unit
for the U.S. which occurred after the 2020
merger of AVI-SPL and Whitlock. It gave AVI
Systems a global presence, with delivery
in more than 50 countries, and a global
employee base of 4,000 tech experts.
According to Jeff Stoebner, GPA enhances
the company's ability to serve large,
complex accounts with multiple locations,
whether in the U.S. or globally. " We've
been building structures to serve that community,
which probably requires the highest
level of competency to serve that kind of
client, where it's not really a project-based
relationship, " he says.
AVI Systems' global expansion actually
came before the company began strengthening
its national footprint via expansion
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Commercial Integrator 2023

Table of Contents for the Digital Edition of Commercial Integrator 2023

Commercial Integrator 2023 - Cover1
Commercial Integrator 2023 - Cover2
Commercial Integrator 2023 - 1
Commercial Integrator 2023 - 2
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