Commercial Integrator 2023 - 29

and acquisition, establishing more office
locations closer to more customers. That
strategy is somewhat contradictory to others
in the AV-integration industry, some of
which have taken a page out of corporate
customers' playbooks by reducing their
office space.
" We don't think that's the right solution, "
Stoebner says. " We think [the solution is]
getting closer and closer to the customer
with more office locations. "
However, Stoebner actually assigns much
more importance to broadening AVI Systems'
programs and offerings than simply
to expanding geographically. The company
counts several Fortune 500 companies,
leading higher-education and healthcare
institutions, and big-market sports franchises
among its customer base. Such clients,
of course, require an exceptional level of
technical expertise and a large portfolio of
solutions to support their many locations.
The company's impressive customer list thus
includes Amazon, Google, Emerson, Mayo
Clinic, TD Ameritrade, Abbott and many
others. Delivering that technology across a
customer's enterprise and deploying it snugly
within the customer's IT environment has
been the bread and butter of AVI Systems,
Brad Sousa, the company's chief technology
officer, says.That expertise comes at a
pivotal time in the enterprise-technology
world, as organizations are still grappling
with distributed work. They're investigating
and deploying technologies that can help
support those workplace models while
helping customers maximize their existing
real-estate investments.
According to Stoebner and Sousa, who
sat down for an exclusive interview with
Commercial Integrator during the National
Sales Meeting, AVI Systems' customers are
still just scratching the surface of their hybrid-work-enabled
digital transformations.
The AV industry, which represented a
solution to the corporate world's businesscontinuity
problem during the pandemic, is
now helping customers transition to a new
workplace approach that prioritizes flexibility,
intelligence, automation and ease of use.
During the National Sales Meeting, the
company's leaders led sessions on new
offerings, which leverage cutting-edge,
emerging technologies from Microsoft,
Zoom, Cisco, Logitech and many others.
They make starting, running and managing
commercialintegrator.com
Rather than technology existing to connect people to systems, technology exists to connect
people to people. AVI Systems exemplifies that wisdom in how it approaches integration.
a conference call as simple as possible.
These room deployments also feature
intelligent tools that are capable of tracking
active speakers and framing individual
participants or groups in a way that makes
hybrid meetings equitable for all.
" How do you make that less complex?
And how do you deliver that across the
enterprise? " Sousa asks rhetorically. " That
has really been our focus. "
A Modern IT Partner
In March 2020, videoconferencing services
like Zoom, Microsoft Teams, Google Meet,
Webex and others became vital pieces of
enterprise technology. Organizations quickly
learned that built-in laptop cameras and
microphones weren't going to cut it.
That realization forced organizations to
invest in supporting hardware, such as webcams,
microphones, speakers, displays,
transmitters, receivers, switchers and more.
That demand, coupled with IT professionals'
relative unfamiliarity with AV technologies,
gave integrators like AVI Systems an
incredible opportunity. However, doing so
required AV technology providers to speak
the same language as the IT professionals
who represent their customers in the buying
process. " We've doubled down with
changing our language so [that] it lines up
with the IT leaders, " Sousa says.
Secondly, AVI Systems is taking a page
out of the IT and software industry by
offering subscription models - specifically,
Microsoft Teams and Zoom Room offerings
branded as Velocity. The Velocity solutions
are preconfigured meeting-space solutions
designed to be quickly ordered, installed
and turned on. Velocity is available to
purchase through traditional methods; alternatively,
users can access the technology
solution via a monthly subscription. At AV
trade shows, managed services and AV-asa-service
are routinely a subject of conversation;
typically, they're also a featured conference
session. Here's the gist of it: Most
modern technology offerings are available
on a monthly subscription basis. However,
AV professionals only need to look across to
their IT counterparts to understand that their
customers are already consuming other
solutions via the same subscription- based
model. " That aligns with the IT mindset
because they want to buy it like they do a
laptop or phones, " Sousa says.
AVI Systems has built out what Sousa
calls a " true ITSM-based managed-services
offering, " one built on the notion that many
IT professionals need data from other
disciplines to help solve issues. For example,
network administrators might need
information from desktop IT professionals
or security professionals to solve IT issues.
" We've applied that to the AV space, " Sousa
says, " so that we're co-delivering these
managed services with our customers. And
that's a monumental shift. " Sousa continues,
JUNE 2023 Commercial Integrator 29
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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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