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A/V Integration Powerhouse AVI-SPL Turns Focus To Services
April 6, 2012 | Hogan Keyser
To AVI-SPL's management, there's no question about it: services are what will preserve the video channel. The $550 million integrator prides itself on having already made the leap toward substantial professional- and managed services-based revenue.
"The market is definitely going to services," said Mike Brandofino, executive vice president, video and unified communications, in an interview with CRN at AVI-SPL's recent national sales meeting in Tampa. "The IT guys can't keep up with all the technology out there, and if we can be that technology insurance provider for them -- because we know it and because we provide the services behind the scenes -- that's where the margin is. The endpoints are becoming commodities. They're going to keep going down. So where we differentiate ourselves is by connecting all those dots."
About $40 million of AVI-SPL's revenue is in services, and growing fast. It's a trend that's only just catching on in the industry, notes AVI-SPL CEO John Zettel, who cited research from A/V industry association InfoComm that only about 3 percent of traditional A/V integrators are deriving roughly a third of their revenue from services.
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