Integrators often say that they want to replace their current software

When I ask why, they normally respond with a list of short comings with their current technology. It is also not uncommon to receive a request for proposal, which usually takes the form of a spread sheet of software features that are desired.

This tactic does not address the reason for using technology in the first place, and in many cases does little to really help the business.

My recommendation is to not even think about software features until you have set business objectives.

If you want to grow revenue, profits, or both, first define the goals that will lead to that growth.

For example, if you have a service organization, your goals may include shortening the time to close, and invoice a service ticket. Reducing administrative time and effort will reduce costs, and getting an accurate invoice out quickly can help with cash flow.  Of course, this is just one of many goals that you may define.

Once you have defined your growth goals, or defined methods to overcome your obstacles to growth, you then have the ability to not only measure your ultimate success, but also some good criteria to evaluate the software that’s going to have the best chance to help you achieve those goals. There is no way to measure the success of features.

If you decide that the complete to invoiced average time of your service tickets must be less than 8 hours, you can then set a goal to achieve and measure against. You may look at 70% of calls reaching that threshold in the first 2 month, and then 90% within 6 months.

At this point, you are now ready to search for the right partner, technology and processes to achieve those goals. And you have laid the foundation to quantify your return on investment.

These are the types of challenges and solutions we will be discussing at this year’s InfoComm, taking place June 12-14. We’d love to talk to you about the hurdles you face in your integration business, and how Q360 can help you achieve your goals.

If you make it to InfoComm, be sure to stop by our booth #4975 in the UC pavilion

Solutions360 is excited to be a sponsor for the Drunk Unkles fundraiser, which will kick off InfoComm on Wednesday, June 12^th, at BB Kings in Orlando. This will be the Drunk Unkles 14^th annual NSCA Education Foundation charity concert, an event that has generated over $1 million for industry programs like IGNITE.

All proceeds will go to Ignite, an initiative established by the NSCA Foundation. The Ignite Program is a valuable initiative to help attract, engage and encourage students and young professionals to join the AV industry. Ignite works to connect local high school and college students with manufacturers, dealers and integrators to spark imagination and encourage students to consider our industry as a career path.

Every year, this concert a real highlight of the week, and you won’t want to miss it. So, come help us “Light it Up!” which is the theme of this year’s concert, as a tribute to the Ignite initiative.

We look forward to seeing you in Orlando!