AV Technology - How to Hire an Integrator - December 2020

HOW TO HIRE AN INTEGRATOR

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FEATURES 4 WHAT TO LOOK FOR WHEN HIRING AN INTEGRATOR Nothing beats the satisfaction of doing a job well, all on your own. But, of course, even the most capable of us will eventually arrive at a project that requires the help of an integration partner. When that time comes, there can be a lot to consider.

by Matt Pruznick

TOP INTEGRATION FIRMS

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Check out these detailed profiles of some of Systems Contractor News’ Top 50 integration firms of 2020.

FEATURED INTEGRATORS 6 AVIDEX 8 JKL TECHNOLOGIES, INC. 10 SOLOTECH 14 SPECTRA AUDIO DESIGN GROUP

Chief executive Zillah Byng-Thorne Non-executive chairman Richard Huntingford Chief financial officer Rachel Addison Tel +44 (0)1225 442 244

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WISE DECISIONS CHOOSING WHEN TO HIRE AN INTEGRATOR & WHAT TO LOOK FOR IN A PARTNER

BY MATT PRUZNICK

Pictured from left to right: Bryce Bolling Lisa Perrine Tom Spearman

Nothing beats the satisfaction of doing a job well, all on your own. But, of course, even the most capable of us will eventually arrive at a project that requires the help of an integration partner. When that time comes, there can be a lot to consider.

WEIGHING THE DECISION What factors should play into your decision of whether or not to hire an integrator?

“Understanding the end game is critical to the success of the project and informs the tech manager’s decision to either selfperform or outsource the project,” said Tom Spearman, EVP at Diversified, the second-largest integration firm in North America as ranked by SCN’s annual Top

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50 list. “Once the scope has been defined, it is relatively easy for the tech manager to assess their team’s ability to deliver.

The fundamental question is whether the scope requires skills that the internal team possesses.” These proficiencies include engineering and CAD, programming, and field engineering skills.

Bryce Bolling, CTS, regional vice president at Spinitar—which came in at number 24 on SCN’s 2020 ranking— also advised starting with a careful consideration of the project’s goals, with specific emphasis on user needs. “Do they only need access to a larger display to better communicate with colleagues or are you moving to more complex collaboration

spaces with video conferencing and more robust quality needs?” Bolling asked. “The difficulty in properly integrating AV into your work environment ramps up quickly even when the needs appear to be modest.

Choosing the right equipment for the space will be one of the primary functions your AV integrator will provide.”

Lisa Perrine, CEO of Cibola Systems, a boutique integration firm based out of Orange, CA, stressed the importance of carefully considering the scale of installations, in addition to the level of expertise involved. “Even standard systems can be challenging for tech managers to implement when large numbers must be installed at the same time,” she said.

“This can be especially challenging when the systems are in diverse geographic locations. AV integrators with multiple installation teams are a good solution to this challenge.”

Project timeframes are also a crucial determining factor: “Exceptionally tight installation windows are another implementation barrier that AV integrators are well-qualified to address,” Perrine said. “Integration firms typically have offsite resources for building and testing systems prior to installation, saving significant commissioning time in the field.”

CHOOSING A PARTNER Once you’ve pulled the trigger on bringing in outside help, there are a number of factors to consider when choosing your partner.

“Most AV integrators compete on an equal playing field with respect to access to product; what separates integrators is everything downstream from the actual equipment,” said Spinitar’s Bolling.

Of particular note is the way the firm can support the relationship after the installation is complete. “You should think beyond that initial project and evaluate your integrator options on their ability to be a true partner and support your longterm, ever-evolving AV needs.”

Cibola’s Perrine agreed that the relationship should involve more than just installing equipment. “AV integration partners need to provide technical support in close proximity to fixed installations for warranty and service support,” she said. “Tech managers may also require off-site monitoring services and 24/7 help desk availability from their integrators.” In addition, she urged managers to look into firms’ adherence to industry standards.

“At a minimum, they should follow AVIXA’s standards for equipment specification, system documentation, installation procedures, commissioning, and project management.”

For Diverisfied’s Spearman, it’s advisable to look into the way a firm has handled installations like yours in the past. “Tech managers should base their

selection process on proven performance on similar types of projects,” he said.

“References should be available.” He also suggested verifying a potential partner’s expertise in an increasingly critical part of today’s AV landscape: networking. “Does the integrator have an IT skillset, given the high probability that systems will have a connection to the tech manager’s production network?”

ONE SIZE DOESN’T FIT ALL Another important characteristic of a potential partner is the size of their firm.

While one may instinctively believe that “bigger is better,” that’s not necessarily the case for every job.

“Many small, boutique integrators offer a specific focus, rather than trying to deliver all services to all customers,” Cibola’s Perrine said. “These firms tend to have deep experience in a certain type of project or industry, and can provide insights into emerging technologies and best practices specific to that discipline.”

Working with a smaller firm also enables customers to associate directly with the firm’s leadership and subject matter experts. “That high level of accountability leads to excellent project execution,” Perrine said. “It’s also an exceptional opportunity for tech managers to learn from highly experienced professionals.

For larger jobs—say, the process of standardizing an upgrade across multiple facilities in different parts of the country, or abroad—you might turn to one of the many mid-sized integration firms, like Spinitar. Though these companies tend to be regional in their focus, they’re able to leverage their greater resources to support clients on a wider geographical scale. It’s a combination of local, direct access to the firm and the capability to deliver beyond its boundaries. “This approach provides our clients with a level of comfort to roll out large-scale nationwide deployments while still maintaining their required standards, and ultimately reducing the costs to support a complex AV infrastructure,” Bolling said.

Of course, there are plenty of advantages to be had with choosing a

leading global firm like Diversified. Chief among these are the capacity to install and support projects of any scale, as well as expertise in nearly every technology category, from IT networking, to advanced visualization, to broadcast solutions. “This technical portfolio allows a client to have one partner that can provide a broad range of solutions and benefit from adjacent expertise to provide innovative solutions to unique technical challenges,” Spearman said. “A turnkey approach and portfolio of solutions coupled with a global footprint create a powerful value proposition.”

OUTSIDE THE BOX Don’t have a large or complex installation coming up? There are some other ways that an integration partner can be of assistance that you may not have considered.

“Integrators can help to identify AV system risks before they become critical,” Cibola’s Perrine said. “They typically focus on three risk dimensions. Reliability measures the probability of uninterrupted operations. Security measures exposure to electronic and physical breaches of privacy.

Compliance measures conformance with government laws, regulations, and restrictions.” Other services her firm provides include collaborating with tech managers in formulating technology roadmaps and strategies, and assisting with system prototyping and testing.

Integration partners can also help shoulder the burden of system management—especially as systems grow, or in instances where AV deployments are tied to critical business functions and downtime is unacceptable. “Your integrator can certainly help with this planning and in many cases, can be an integral part of your support plan,” said Spinitar’s Bolling.

“Monitoring systems use, properly training your end users on system functionality, planning for unexpected system downtime, and in some cases, providing help by embedding personnel on your site are all functions a high-quality integrator can provide. In many ways, planning for day-one use has a larger impact on your success than the technology you ultimately choose to install.”

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AVIDEX AVIDEX delivers innovative AV solutions that enable organizations of all kinds to collaborate, create, and share ideas through state-of-the-art audiovisual and unified communication technologies. Avidex serves a variety of markets from corporate and healthcare to education and the public sector. Our extensive industry experience, commitment to ongoing training, and unwavering focus on client success enable us to provide outstanding client experiences. From conference rooms and meeting spaces, large auditoriums, digital signage/ wayfinding applications, video walls, specialty/event/multifunction spaces, or anything in between, you can trust Avidex to create reliable and serviceable audiovisual environments to increase productivity, innovation, and collaboration.

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Headquarters: 13555 Bel-Red Rd, Suite 226, Bellevue, WA 98005 Company Phone: 800-999-8590 Email: av-solutions@avidex.com Top 20 Manufacturers Carried: Barco Biamp BrightSign Christie Cisco Crestron Draper Epson Extron Harman Legrand AV LG Logitech Mersive Newline Panasonic Planar QSC Samsung Sharp NEC Display Solutions Shure ViewSonic Regions Served: APAC Canada Europe Latin/South America USA: Middle Atlantic, Midwest, Northeast, Northwest, South, Southeast, Southwest

2020

The Cove @ UCI/Beall Applied Innovation is a 100,000+ SF facility in UCI Research Park. The University relied on Avidex to deliver the full designbuild audiovisual project scope, from strategic planning and system design to installation, training, and ongoing support. The 2020 SCN Installation of the Year award-winning facility is built with technology, collaboration, and innovation in mind. The cornerstone is the massive 180°, 134’ long, dvLED video wall providing high-impact, seamless content. The purpose-built event space is equipped with cutting-edge audio systems, confidence monitors, cameras, systems for recording and live event streaming, and room controls for a reliable and user-friendly experience. The facility also boasts five other large scale video walls and similar high-end presentation systems to support professional presentations and live streaming of events. The Wayfinder open workspace area is AV-rich with digital signage, conference rooms, and collaboration spaces to support creativity and innovation.

INFO

JKL TECHNOLOGIES, INC. JKL Technologies, Inc. is an AV and IT solutions firm founded in 1998. Clients count on us to provide a single source of expertise in technology relocations, infrastructure build-out, audio-visual design, implementation, commissioning, training, and on-going support services. JKL is a certified minority-owned business with offices in Los Angeles, Dallas, Chicago, NY/NJ, and Mexico City to serve our customer requirements across both North and South America. To help create positive client experiences and encourage faster, more successful technology deployments and acceptance, team members follow five key principles: communication, accessibility, near-immediate support, proactive assistance, and training. In addition to being honored as an SCN Top 50 Integrator (2017, 2018, 2019, and 2020), JKL has also enjoyed the following accomplishments: NSCA Excellence in Business, Customer Experience Award – 2018; AVIXA volunteers for standards, certification, education, and various councils; AVIXA CTS, CTS-D, and CTS-I accredited staff, and Supplier of the Year – Southern California Minority Supplier Development Council – Nominee – Class III – Toyota – 2018 and 2019.

INFO Headquarters: 3245 Grande Vista Drive, Newbury Park, CA 91320 Company Phone: 805-375-5820 Email: contact@cos-jkl.com Top 20 Manufacturers Carried: Avocor Barco Biamp Cisco Crestron Legrand AV LG Liberty Logitech Mersive Microsoft Netgear Panasonic Poly QSC Samsung Sharp NEC Display Solutions Shure Sound Control Technologies Williams Sound Regions Served: Canada Latin/South America USA: Middle Atlantic, Midwest, Northeast, Northwest, South, Southeast, Southwest

2020

How does an enterprise handle a major office to home to hybrid work model shift seamlessly? Simple answer: call JKL Technologies. Our biggest challenge this year was planning, executing, and supporting the rollout of Microsoft Teams across North America to align with one of our largest client’s new communication and technology strategy. We helped the client plan, pre-emptively shift, and react quickly to advance a ubiquitous work environment for their essential and nonessential employees. We continue to find creative ways to keep our clients and their employees informed, connected, and safe throughout the adversity that the global pandemic has caused.

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SOLOTECH FOUNDED over 40 years ago, Solotech is a world leader in audiovisual and entertainment technology with 15 strategic locations in Canada, US and UK. Thanks to an inventory encompassing over 300 renowned manufacturers, Solotech is the single source for audio, video, lighting, rigging, soft goods, control and collaboration solutions & services. The company is internationally recognized for its Live Productions and Systems Integration expertise in various markets, namely music, sports, business, culture and education. Solotech employs 1,550 professionals in offices located in Los Angeles, Las Vegas, Nashville, Chicago, Miami, Orlando, Pensacola, London, Birmingham, Manchester, Toronto, Montreal, Ottawa, Quebec City, Saguenay.

INFO Headquarters: 5200 Hochelaga Street, Montreal, Quebec, H1V 1G3, Canada Company Phone: 1-877-514-7656 Email: info@solotech.com Top 20 Manufacturers Carried: Aver Barco Belden Bose Clear-Com Crestron Digico Disguise ElectroVoice ETC L-Acoustics LC Group Light Source MA Lighting Panasonic Rapco Robe Saco Shure Theatrixx Regions Served: Canada Europe USA: Midwest, Southeast, Southwest

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2020

The Colosseum at Caesars Palace relied on Solotech to deliver a 360° scope of work for a major technology renovation while maintaining the iconic venue’s high standards of production excellence. Encompassing design, engineering, and installation of the audio, lighting, and video technology upgrades; Solotech ensured that The Colosseum’s production capabilities are state-of-the-art with a brand new audio system able to meet the exacting demands of any headlining performer. As well as simply one of the best video systems, along with an extremely versatile lighting system to address the different needs of a range of entertainers.

SPECTRA AUDIO DESIGN GROUP FROM corporate headquarters and commercial projects to hotels, conference rooms, production suites, and residential homes, Spectra utilizes in easy-to-use video conferencing, touchscreen control systems, audio solutions, LED video walls, projection systems, controlled lighting, motorized shades, and home theater.

Spectra is your solution for all things audiovisual!

INFO Headquarters: 12 West 21st Street, 3rd Floor, New York, NY 10010 Company Phone: 212-744-2255 Email: info@spectra-ny.com Top 20 Manufacturers Carried: Biamp Christie Cisco Crestron Crown Extron JBL Planar Poly QSC Samsung Shure Sonance Regions Served: USA: Northeast

2020

Spectra Audio Design is a full service audiovisual engineering and installation company serving New York and all major US cities. Specializing in AV and low-voltage for commercial, retail, hotels, and residential projects.

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