Commercial Integrator November 2021 - 12

#TECHTRENDING THE BUZZ ON TECHNOLOGY AFFECTING INTEGRATORS
technologies (77%). Meanwhile,
about 54% trained their
accounting teams on how to
handle financing and billing,
according to the research.
The organizations highlight
training as a key piece of selling
services, with some respondents
saying inadequate training
caused lost opportunities.
The research also dispels the
notion that integration firms
are hesitant to adopt managed
services because of the large
up-front costs, saying that
the majority (61%) of survey
respondents invested less than
$50,000 at the start, while
just 19% invested between
$50,000 and $100,000.
Further, about 54% did not
need to hire new employees to
roll out their managed services
offerings. When they did, 35%
hired salespeople and 19%
hired technicians.
The research also sheds light
on how successful managed
service providers work with
third-party companies to
create and/or deliver monthly
financing options, which makes
up about two thirds of respondents.
Popular tools used include
existing ERP or CRM
systems like Q360 by Solutions
360, Dynamics 365 and other
MSP-specific solutions like ConnectWise.
Some MSPs reported
building their own solutions.
The study also uncovered
details about the importance of
marketing and communicating
this new sales and technology
delivery method, with more than
80% saying they updated their
websites while 77% phoned
customers or held meetings.
About 62% used email
marketing campaigns and 50%
spread the word via social
media.
According to the research,
61% of firms surveyed say the
financial impact of recurring
revenue from service-based
offerings has significantly
improved their bottom line,
while 36% report marginal
improvement.
" Assuming that even a
marginal improvement combined
with inherent customer
stickiness make it a worthwhile
transition, which means that a
remarkable 97% of surveyed
companies are happy with their
pivot, " the report said.
Meanwhile, not one firm
surveyed reported a loss of
revenue.
Nearly one-third of surveyed
companies report that between
51% and 74% of their companies'
gross profits stem from
services. The largest group,
43%, say that between 26% and
50% of gross profit comes from
service, according to the report.
The report cited Alan
Rosenkoff, director of business
development and corporate
marketing for Corbett Technology
Solutions, who said
service-based offerings give
customers financial flexibility to
budget for the long term.
" We've seen customers say
they can accelerate technology
that gives them real business
outcomes, such as improved
collaboration or security, and
doing it while spending on a
monthly subscription, " he said.
›› #ManagedServices
@NSCA_systems @PSASecurity
#Control
Datapath Announces
Online Experience
Center
U.K.-BASED video wall
and control room provider
Datapath has announced the
opening of its Online Experience
Center designed to give
users hands-on experience with
the company's latest control
room solutions and integrated
hardware and software.
The center will be presented
According to the research, 61% of firms surveyed say the
financial impact of recurring revenue from service-based
offerings has significantly improved their bottom line.
12
Commercial Integrator NOVEMBER 2021
from the company's Derby, UK
office where users can experience
AVIXA-accredited training
sessions and sales demonstrations,
including experience
with Datapath's control room
solution Aetria.
According to the company,
Aetria brings all of the elements
of control room design, management,
control and monitoring
into a single solution
that allows integrators and end
users to design systems to meet
a wide set of requirements,
including connectivity, video
walls, workstations and source
management, ranging from
small to very large installations.
" We have used the very
latest technology to be able to
showcase our Aetria solution
to you, wherever you are in the
world, " said Iñaki Viloria López,
Datapath's global training
manager, in a statement. " With
multiple camera feeds, displays
and countless permutations
possible, we can create virtually
any control room management
set-up for training or sales
requirements. "
The center features a trio of
video walls spread out between
two rooms and several operator
terminals and multiple cameras
that allow users to see the room
as an overview of any area.
According to Datapath, the
Online Experience Center features
Datapath's Arqa and Aligo
solution for seamless KVM and
content sharing across the
solution. Processing power
comes in abundance courtesy
of Datapath's award-winning
VSN1172 video controllers.
" The requirements for today's
control rooms are highly
complex, with ever-increasing
demands for sources, data and
secure multi-point sharing, "
López said. " Add in diagnostics,
management and security
requirements and things can
begin to look overwhelming.
With Aetria, all these components
are easily managed and,
with our Experience Center,
operators, IT managers and integrators
alike can see for themselves
the benefits of using a
powerful, single interface. "
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Commercial Integrator November 2021

Table of Contents for the Digital Edition of Commercial Integrator November 2021
