Category AV in the Classroom

Because Doing Business Is About Listening

The article in EdSurge is directed toward education tech salespeople, but it could apply to just about any salesperson, marketing department, or company in general: before you sell your product, show the customer you care about addressing their needs and solving their challenges.

“Nothing aggravates university administrators more than a sales person coming in with a ‘solution’ to a problem the university may not have. A better approach is to ask questions about what administrators and faculty think could work better at their institution.” –Bridget Burns, “The Tough-Love Advice EdTech Needs to Hear,” EdSurge

I imagine that a lot of university people who read that article felt a wave of “right on” wash over them. As well they should: we’ve dealt with people whose laser focus on making the sale means browbeating us into submission with emails, phone calls, and promises of presentations and demos that will change everything. Before we’ve even told them what we need.

I’m in a position to hear about our own approaches to working with clients, and I’m always pleased that they frequently sound like this:

“AVI-SPL understood our needs and brought in technology partners to build a solution that met our specifications and exceeded our expectations.” –Jan Odegard, Rice University‘s executive director of the Ken Kennedy Institute for Information Technology

“I had other vendors who told me what I needed, and didn’t listen to me telling them what I needed. AVI-SPL listened.” –Arlen Sanders, project manager, L.A. Metro

They’re great quotes for case studies; they’re also great testaments to the approach AVI-SPL takes to its clients.

If you’re in the business of making sales, read the EdSurge article and find out the right way to get an audience with a decision maker, and what to say when you do.

If you’re seeking to improve some aspect of your organization involving meeting rooms, collaboration technology, and audio-video solutions that connect people with ideas and information, reach out to us: sales@avispl.com or 866-559-8197. We’re here to listen.

April 27 Webinar: Workplace Transformation

Still not sure what workplace transformation means or how it applies to your organization? Hear experts from Cisco and AMX discuss this timely topic Wednesday, April 27 at 1 p.m. EST.

Cisco’s John Franklin will explain what’s changed in the workplace in terms of collaboration, workloads, and the technology that brings people together to work on projects. Bob Sharp of AMX will offer his insight into the control systems that streamline and automate meeting functions like room scheduling and setup. He’ll look at the value of the enterprise IT network in managing an array of workplace source devices and endpoints.

Some of the topics to be addressed include:

  • Challenges to collaboration
  • Factors driving workplace change
  • Why you need to care about workplace challenges
  • Benefits of Cisco and AMX solutions in fostering positive change

Register for “Workplace Transformation with Cisco and AMX by Harman.”

Be AVI-SPL’s Guest at InfoComm 2016

If you plan on attending — and if you’re reading this, why wouldn’t you be? — keep in mind that no InfoComm show is complete without visiting the systems integrator that tops the Systems Contractor News rankings year after year.

So while you’re at the Las Vegas Convention Center this June 8-10, come see us at booth N1218 and learn how we design, build, and support collaboration solutions by working with the companies you’ll see throughout the exhibition hall.

And if you’ve been on the fence about heading out to Vegas for the professional AV industry’s biggest show in North America, we’ll make it easy for you: Register for an InfoComm 2016 exhibit pass for free using our VIP code, AVI159.

InfoComm registration page: https://registration.experientevent.com/showinf161

Impressed by the Business Tech

AVI-SPL’s annual sales conference is always a big highlight on my calendar because I get to see firsthand what we are doing throughout our organization to improve service to our customers so that companies, universities, and departments are better for working with us.

I also get to see our top partners showcase their latest products during our Partner Expo. This year I visited every booth — nearly 40, if memory serves — and it was a treat to see systems and devices that improve so much of the meeting experience. (I just considered correcting that last line to say “meeting room experience,” but with the technology I saw, the type you can fit in a backpack, meetings can happen anywhere we want them to.)

Donning a pair of headphones at Shure’s booth, I smiled like a little kid at the ability for sound patterns to be adjusted in a noisy environment so that our presenter’s voice was easily heard above the din. I stood before a massive video wall while a Bluescape representative used his tablet to create meeting rooms in the cloud, ones where people can annotate and add documents and media across 160 acres of workspace for real-time collaboration. If you’re an IT manager in need of connectors that won’t jiggle loose, Middle Atlantic was eager to demonstrate.

Tens of thousands of people will be able to see these and as-yet unannounced products at the upcoming InfoComm show in Las Vegas this June. But you don’t have to visit an industry conference to learn about the amazing technologies available to improve the way you deliver messages, bring teams together, and engage visitors and staff alike. I work with people who have the expertise to understand the challenges your organization is facing and how to turn those into opportunities for success. I encourage you to reach out to us at 866-559-8197 or sales@avispl.com.

 

Hear From Those Who’ve Worked With AVI-SPL

In your personal life, you rely on customer recommendations before committing to a product or service. Think about how much you rely on someone else’s experience before booking a hotel, making reservations at a restaurant, or purchasing a new car.

The same applies to our professional work. So that you can make an informed decision about who will help you improve your communication and collaboration systems, we offer five minutes of the sights and sounds of clients who’ve benefited from AVI-SPL’s expertise as a pro AV systems integrator.