Systems Contractor News - February 2022

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FIRST CLASS AV ACCOMODATIONS The Londoner Sets New Standard for Hotels

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FEBRUARY 2022

16 Going Global PSNI chief executive Chris Miller emphasizes the importance of the right partner.

19 Executive Q&A Jetbuilt Software’s Paul Dexter targets international users.

42 Viewpoint

16

19

42

According to Jay Myers, customer service can make or break your business.

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CONTENTS

28

First Class AV Accommodations The Londoner, the world’s first

“super boutique” hotel, is loaded with “inconspicuous” AV technology.

By James Careless

Business

Supplement

32 High Expectations for Hybrid Education

24 The Integration Guide to Streaming

The HyFlex model requires a change in culture as well

of worship to focus on digital outreach.

as an upgrade in classroom technology.

By Carolyn Heinze

By Margot Douaihy, Ph.D.

36 Seattle Space Needle Receives Modern Outdoor Lighting Upgrade The iconic landmark gets a controllable lighting system worthy of its Space Age inspiration.

People 18 Executive Q&A Xilica COO James Knight talks audio for hybrid learning and meeting environments.

By Mark J. Pescatore

The COVID-19 pandemic has prompted many houses

Technology 38 JVC PTZ Streaming Cameras Deliver IP Production Versatility Product Review: JVC’s first 4K PTZ production camera is designed for easy streaming.

By Chuck Gloman

Viewpoint

19 Executive Q&A

42 Customer Service Can Make or Break Your Business

Jetbuilt Software CEO Paul Dexter targets

High-quality service sends an important message to

international users with new features and a U.K.

your customers.

business hub.

By Jay Myers

By Mark J. Pescatore

22 On Your Business Learn leadership lessons from Ted Lasso, the fictional coach from the hit Apple TV show.

By Steve Greenblatt

24

Departments 16 ASSOCIATION NEWS 20 PEOPLE NEWS 40 PRODUCTS

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SYSTEMS CHECK avnetwork.com

A Tale of Two TVs MARK J. PESCATORE Content Director

L

ike some of you, my family and I have cautiously

ventured back out into the

world of travel, albeit equipped with enough hand wipes and sanitizer to disinfect a small college campus. Recently, we stayed in two hotels—both solid brands and

EMAIL

mark.pescatore@futurenet.com

well-maintained properties—that were equipped very differently for in-room entertainment and services.

FACEBOOK

facebook.com/ systemscontractor

During our stay at the first hotel, I had the rare opportunity to see my pro football team play on a Monday night. My plan was simple: Watch the first half in the hotel lobby with a raucous crowd of fans, allowing my family some time to relax without hearing me yell at the TV, then stream the second half to the TV in our hotel room and listen to the broadcast with my wireless headphones.

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Let’s just say my plan … did not go according to plan.

First, there were no football fans in the lobby. It was just me and my Diet Pepsi, along with the guy at the front desk who was no doubt questioning my life choices. At halftime, I discovered the TV in the room had no streaming capabilities. Frankly, it didn’t have much of anything, maybe a few dozen channels and a very dated on-screen guide. I wound up

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watching the game on my phone.

At our second hotel, things were different. The personalized welcome screen encouraged me to stream content. A QR code provided access to hotel information and services, including checkout and food delivery. There were even callout options for in-room fitness and family programming. In other words, the in-room TV was more than an outlet for the same handful of cable networks; it was a true gateway to entertainment and services.

In several cities, hotels are clustered in a general area, with competing properties often next door or across the street. When you can’t push the location advantage, amenities become more important. Are travelers going to avoid your hotel because you don’t have TV-based checkout? Probably not. But I’m betting better in-room TV services will tend to help savvy travelers become more brand loyal.

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FEBRUARY 2022 VOL. 29 NO. 2 CONTENT

VP/Content Creation Anthony Savona Content Director Mark J. Pescatore, Ph.D. mark.pescatore@futurenet.com Contributors James Careless, Margot Douaihy, Ph.D., Chuck Gloman, Steve Greenblatt, Carolyn Heinze, Jay Myers, Pete Putman Group Art Director Nicole Cobban Art Editor Rob Crossland Production Managers Nicole Schilling, Heather Tatrow A DV E R T I S I N G S A L E S

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NEWS HIGHLIGHTS POPULAR POSTS

The best video editing apps in 2022 CREATIVE BLOQ Not all editing is performed in an edit suite. Here are some of the best video editing apps for smartphones and tablets.

Samsung LED Displays Light Up SUMMIT One Vanderbilt

Combatting Streaming’s Latency Problem

There’s a new addition to the iconic New York City skyline:

concludes in UNITY, an installation supported by a

TV TECH

SUMMIT One Vanderbilt. Blending elements of art and

750-square-foot 1.2mm IWJ Wall Series Samsung display.

According to AES Fellow David Bailik,

technology, SUMMIT takes the concept of an “observation deck” to entirely new heights featuring Samsung technology.

Recently opened to the public, SUMMIT delivers an

The massive display measures more than 47 feet wide and 11 feet tall, with 33 million pixels working seamlessly

the point of acceptance.

with content that is customized for each visitor. Upon

immersive experience that can change the way visitors

arrival, visitors are welcome to take a photo of themselves

view the most famous skyline in the world. The multi-level

that later reappears in UNITY. When visitors enter the

entertainment space features Levitation, two all-glass

space, the portraits are transformed into a cloud in a

skyboxes allowing visitors to stand 1,063 feet above

mesmerizing, infinite cloudscape. The exciting finale

Madison Avenue; Ascent, a glass elevator to take them to

of AIR surrounds guests in clouds, both real and virtual.

the highest viewpoint of the city; and Apres, a lavish

the trick is to get the latency down to

“We are proud to be a partner with SL Green on this

indoor café and outdoor bar to enjoy refreshments with the

truly groundbreaking experience and to be featured in yet

endless views.

another iconic New York City landmark,” said Harry Patz,

five-part story-driven, multi-space immersive experience.

Division, Samsung Electronics America. “At Samsung we

‘Toy’ Story: Recording David Bowie’s ‘Lost’ Album, Part 1

Designed by visionary artist Kenzo Digital, AIR offers visitors

strive to push the industry forward and look for new ways

MIX

a multi-floor, multi-space immersion that challenges their

to connect technology with the human experience. To see

Two decades after David Bowie recorded

notions of physical reality, the city that surrounds them, and

the way our Wall technology is used at SUMMIT One

an album he never released, the producer

their sense of self. The transformative experience of AIR

Vanderbilt is something we are very excited about.”

and engineer discuss the project.

Also nestled on the first two floors of SUMMIT is AIR, a

senior vice president and general manager, Display

Top 5 Stories on avnetwork.com 1. R eview: Peerless-AV Universal Outdoor Digital Menu Board 2. AV/IT Industry Acquisitions That Will Shape 2022 3. G ermany’s GSG High School Stays Ahead of the Education Learning Curve with Philips Displays, Monitors 4. C elebrating 40 Years of Organic Diversity and the Metal Women of FSR 5. ‘ Global Mercy’ To Launch with Donated Sharp/NEC Displays 8

SCN // February 2022 // avnetwork.com

NEWS THE BIG PICTURE

CES 2022: Full Speed Ahead for Displays

By Pete Putman

exhibits in its usual spot: two electric cars, a drone, a “mini” satellite, and PlayStation 5. On the other

T

hand, Samsung went the whole mile, building its he Consumer Electronics Show has been

usual enormous walled-off booth and stuffing it

surprising me for more than two decades,

with product. But visitors had to register for timed

but I wasn’t quite sure what to expect this

tickets and prove they were vaccinated to get in.

year. The last live CES was w-a-y back in early January 2020, just as the first reports of the coro-

Outstanding OLED Offerings

navirus were emerging. That show had more than

Samsung Display Company’s new QD-OLED TV

4,000 exhibitors and north of 100,000 attendees,

lived up to the hype. This twist on electronic

but a year later, the show was forced to go virtual,

imaging combines a blue OLED emitter with green

hammering online attendance and overall interest.

and red quantum dots to produce a purely emissive

Hence, the decision to hold this year’s event in Las Vegas, NV, come hell or high water. The Con-

LG’s Show Window features four 55-inch transparent OLEDs.

sumer Technology Association took plenty of

display with both highly saturated colors (90 percent coverage of the BT.2020 HDR color gamut) and high brightness (1500 cd/m2 small area,

precautions, including requiring proof of vaccina-

together bare-bones “exhibits,” like LG’s so-called

although I think after calibration that will drop a

tion, mask mandates, and free Abbott Labs COVID-

“Life’s Good Lounge” (a massive chipboard floor

bit). While not shown publicly, it is quite an

19 tests to all attendees. Even so, some major

with foot stools and QR codes to learn about their

impressive display, and will be available in 55 and

exhibitors announced early in the fall that they’d

products online) and Panasonic’s enormous empty

65-inch TV sizes, along with a 34-inch computer

pass on the show, and more of them (GM, Mercedes,

hall with projection mapping showing a short video

and gaming monitor.

Microsoft, LG, Panasonic, Microsoft, T Mobile, Intel,

about the company’s focus for 2022.

and AMD) pulled out just weeks before the show.

However, in order to preserve coveted booth locations for 2023, some of those exhibitors put

Others weren’t as jittery. Hisense and TCL, two

LG Electronics has expanded its line of 4K OLED TVs by adding a 42-inch size to their 48-inch model

of the top five TV brands worldwide, had enormous

introduced in 2020. It will be part of the C2 series

booths with lots of product. Sony had just four

and is aimed at gamers, as it’s small for today’s

NEWS homes. LG’s upscale 2022 G2 series features a new

displays, Sony’s two Vision-S electric cars (a sedan

83-inch model and (as far as I know) the world’s

and an SUV) represent a “toes in the water”

with full lines of 4K and even some 8K TVs. TCL

first 97-inch OLED TV to go along with 55, 65, and

exploration of the EV market through a new

made some waves by announcing a 98-inch 4K HDR

77-inch models. Unlike the new QD-OLED, these

subsidiary, Sony Mobility. Also noteworthy:

LCD TV for just $8,000, while Hisense showed the

are more conventional white OLEDs equipped with

Televisions were MIA this year, something unim-

P9F professional dual-cell LCD monitor.

RGBW pixel stripes.

aginable at CES, though it should be noted that Sony

Pete Putman, CTS, KT2B, is the president of ROAM

is coming out with a line of QD-OLED televisions.

Consulting.

Transparent OLED screens are growing in popularity. These displays have 40 percent light transmissivity, and the cool engineers in LGD’s Paju “candy store” unveiled some concept T-OLED products. The OLED Shelf combines two transparent OLED displays, one above the other, for a home TV/display that adds to room décor. A retail version, Show Window, with four 55-inch transparent OLEDs, is likely of greater interest to our marketplace. And Smart Window applies T-OLED technology to conference rooms, transforming ordinary windows into screens for videoconferencing, presentations, and entertainment.

Improved UST Projectors and More As expected, Samsung had three new microLED televisions on display, with 89, 101 and 110-inch sizes available. The press release claims these displays support 20-bit grayscale depth, which would require an insane amount of image processing! (Perhaps they meant 10-bits per color channel, totaled up?) All three models have 4K resolution and are still pricey, compared to LCD and OLED TVs, but they do make for spectacular pictures. I was surprised to see their light output throttled—with some HDR clips, peak (specular) white only hit 1,300 cd/m2 as measured with my Sekonic meter, a luminance level that isn’t much different from Samsung’s high-end QLED TV sets.

Hisense, TCL, Samsung, BenQ, and others showed ultra-short throw 4K laser DLP projectors, capable of lighting up screens as large as 120 inches. (LG also has a projector in this category.) The image and color quality of these projectors have come a long way over the past decade, and UST is a far less expensive way to get to super-large screen sizes. BenQ also showcased the X3000i 4K LED projector, a 3000-lumens solid-state front projector aimed at the gaming market that had excellent color saturation.

Finally, while not particularly relevant to

Samsung was one of several companies showing ultrashort throw 4K laser DLP projectors.

avnetwork.com // February 2022 // SCN

11

TCL and Hisense more than made up for that

NEWS

RGB Spectrum Helps Contra Costa County Improve EOC

C

disasters is that we need to maximize situational awareness. The video wall is key for achieving this. In a wildfire situation, for example, we have access to fire cameras across the county. We have GIS maps that display hotspots. There’s data available from a variety of sources. RGB Spectrum’s systems allow for their

alifornia’s Contra Costa County has opened

86-inch auxiliary displays interspersed throughout the

efficient transmission and display to all decision

a new Emergency Operations Center (EOC)

room. The Galileo processor consolidates critical

makers. This improves the common operating picture

featuring a Situation Room equipped with

visuals and data to provide a centralized, correlated

throughout the facility.”

the latest real-time visualization technology. With 13 conference rooms, 22 offices, and a press brief-

view of the tactical situation.

Individual visuals, portions of the video wall, or the

A critical requirement was to share visuals and data both throughout the EOC and with off-site agencies.

ing auditorium, the EOC serves as a command center

entire video wall image can be shared throughout the

Critical information is simultaneously displayed on the

from which officials can direct the mobilization of

facility and with remote locations—allowing officials to

video wall and shared with remote facilities via IP video

municipal, county, and private resources in the event

collaboratively view this information for assessment

streams on LAN and WAN networks, with a VPN for

of a crisis or natural disaster. The Situation Room

and analysis. Communications are bi-directional, with

added security. To share visuals with remote locations,

is equipped with a combination of RGB Spectrum’s

conference rooms and remote locations able to send

the Zio platform supports both baseband inputs and IP

Galileo display processor coupled with its Zio AV-

visuals for display on the EOC’s video wall.

streams at up to 4K/60p resolution, including maps,

over-IP platform.

Contra Costa County selected the RGB Spectrum

Source signals are displayed in windows of any size.

news feeds, TV broadcasts, interagency communica-

Operators can easily switch and route inputs, choose

tions, Internet data, traffic management systems,

solutions for their 24/7 reliability, support for diverse

customizable, preset display layouts, and pan and zoom

surveillance cameras, and the Galileo video wall itself.

signal sources, ability to disseminate information to

around items of interest. A third-party touch screen

All video, audio, and control data are converted to IP

local and remote locations simultaneously, and 4K

controller allows operators to quickly change display

packets that are switched and routed to any location on

image quality. Rosendin Electric, a highly experienced

layouts and route signals.

the network via a LAN/VPN. Zio encoders ingest

AV integrator based in San Jose, CA, was commissioned to design and deploy the EOC’s visualization system.

“It is extremely important for EOC personnel to be

baseband inputs and encode them into H.264 streams

able to investigate an incident and make decisions on

that are fed to recipients inside and outside the facility.

deploying resources, explained Rick Kovar, emergency

The Galileo processor and Zio decoders display IP

video wall, comprised of 48 55-inch Planar Clarity

services manager for the Contra Costa County Sheriff’s

streams from Zio encoders as well as third-party IP

Matrix G3 LCD video wall displays, flanked by four

Office. “One of the things we learned from previous

cameras and other H.264 devices.

At the core of the Situation Room is a 32x13.5-foot

12

SCN // February 2022 // avnetwork.com

NEWS

Chaiken: Almo Acquisition Is 'Win-Win'

By Mark J. Pescatore

O

continue to be operated by the Chaiken family. Sam Taylor, executive vice president and COO of Almo Pro AV, will oversee the integration of the Pro AV divisions and lead the new combined business rebranded as Exertis Almo Pro AV. Longtime Exertis veteran John Dunne will join the Almo executive team and play a key role in the integration process, with his knowledge of both the Exertis U.S. and European operations.

According to Fitzharris, the integration should be

Warren Chaiken (left) and Clive Fitzharris

completed within the first half of 2022, and the transition should be smooth for customers and vendors.

ment team at Almo. We will continue to grow and

Why Almo and why now? Exertis believes the

expand for the benefit of our vendors and customers.”

market growth trajectory is very attractive and Almo

Chaiken said the move was a game changer for

is beating the market. “It’s a tremendous opportunity

Almo and the industry. “We can take all the great

n Dec. 14, Exertis completed its acquisi-

to be the industry leader and have that specialist

things we do together, learn from each other, and

tion of Almo Corporation. It is the biggest

focus, bringing leading brands and solutions to pro AV

make it better for our customers and vendor partners.

acquisition in the company’s history.

integrators across North America,” Fitzharris said.

This gives us a much larger universe to play in and

Founded in the 1970s, Exertis has approximately

Exertis made previous acquisitions in North

really help the industry grow,” he said.

15,000 employees in 21 countries, though fewer than 1

America in 2018, including pro AV distributor

percent of the company is based in the head office in

Stampede and a leading pro audio and musical

Almo’s consumer appliance business. Fitzharris said

Dublin. Clive Fitzharris, managing director, Exertis

instrument distributor JAM. Fitzharris said the

it is the “bedrock of the business,” with a warehouse

International, told Systems Contractor News that the

combined North American organization including

footprint that’s nationwide and designed to manage

company’s corporate strategy is built around sup-

Almo would support approximately 1,400 employees

large format products. Chaiken said the acquisition is

porting local management, not managing from a large

with $2.4 billion in annual revenue.

a “win-win situation” that will also allow Almo to

corporate center.

To that end, Warren Chaiken will remain as president and CEO of Almo, and the company will

“Our acquisitions have performed well ,”explained Fitzharris.“And we think that’s just the start. There’s much more that we can do together with the manage-

Another important part of the acquisition is

expand into other territories, including Canada. “It’s business as usual, only bigger,” he said.

“Bigger and better,” added Fitzharris.

avnetwork.com // February 2022 // SCN

13

NEWS

HealthStream Blends InPerson with Home-Based Workforce in Hybrid HQ

W

HealthStream Headquarters

hile COVID-19 variants are keeping so many people guessing about the status of their offices and how long they

might be working from home, one Nashville-based company is not anxious, because its flexible new headquarters was designed for hybrid workgroups by Fort Lauderdale, FL-based Think Simple.

HealthStream is a software developer that helps healthcare organizations improve workforce devel-

wanted from scratch,” said Mollie Condra, vice

two to six people, five larger meeting rooms with

president of communications and investor relations.

seating for up to 24 people, 20 rooms intended for

Although based in Nashville’s Capitol View area,

local meetings, and an all-hands space called the

opment, talent management, credentialing, and

the company has seven additional offices, and a large

Forum, with seating for more than 300 people

performance assessment. In 2020, the company

number of employees were already working at least

(including two employee lounges) and the ability to

played a crucial role in training healthcare workers to

part of the week from home. On any given day, prior

include hundreds more via video.

safely handle patients with COVID-19.

to the lockdowns, perhaps 300 people might have been present in its headquarters, with 600 or more in

Unifying the Team

pandemic, they were well equipped to function

other locations. “It was a given that if you scheduled a

In planning the move, one of the biggest questions

during the lockdowns. That’s because working

meeting, at least one person would join remotely,”

was what sort of technology could power the commu-

remotely was already an important part of the

Condra added.

nications between those working in the office and

While no one at HealthStream foresaw the

company culture when executives began planning

The new headquarters includes 71 conference

team members in other locations. While they were

the new, 67,000-square-foot headquarters in 2019.

rooms, 51 of which include videoconferencing. There

already using a popular unified communications

“It was an opportunity to design the offices we really

are also 43 small huddle rooms, each with seating for

platform, they were heavy users of Office 365, which could include Microsoft Teams.

“It was obvious to me that HealthStream would benefit from a switch to Microsoft Teams, so in our initial meeting, I showed them Mercury, part of the Crestron Flex product line,” said Will Gilbert, partner at Think Simple. “With Mercury, you just walk into a meeting room, plug in your laptop and start Teams.

That’s it. Now, instead of the camera and microphone built into your laptop, you’re using the camera and microphone we installed in the room. The room’s flat-panel display mirrors your laptop screen.”

Gilbert felt Mercury would be a natural in the huddle rooms, where up to four employees might meet comfortably with multiple team members joining from other locations. By pairing Mercury with Teams, HealthStream would be also able to save hundreds of thousands of dollars on licensing fees. “They were already using Office 365, of which Teams is now a part,” he explained, “so licensing an additional communications platform was no longer necessary.”

Think Simple built a custom Crestron interface they expected to use in several larger rooms, but

The Forum

14

SCN // February 2022 // avnetwork.com

HealthStream wound up using it in all but the Forum and the Strategy Room. The focal point of the Forum is

NEWS a large open area where staff can set up a podium,

resources plus an Epson Pro-L laser projector with

82-inch display, and temporary seating and tables for

164-inch Da-Lite screen, Vaddio PTZ camera,

a speaker panel. Opposite the “stage” area is a

Revolabs wireless mics, Biamp DSP, and Crestron

stairway that features tiered seating and two more

presentation system with a matrix switcher, mic

wall-mounted 82-inch displays. Facing the stage on

mixer, and audio amplifier.

the left and right are the employee lounges, which feature sound and video systems that can be combined

AV Transparency

with the central areas.

Every meeting room includes Crestron AirMedia, so

“This space was definitely the most challenging of

users can connect laptops wirelessly instead of

any we worked on at HealthStream,” said Geoffry

plugging in a USB cable. Every room except the Forum

Ranson, an engineer and programmer for Think Simple.

includes a Crestron scheduling panel as well. A

“We spent a lot of time mapping out the room and

12-screen digital signage system is used internally

programming the sound system, so that presenters can

and for welcome messages to visitors. Two conference

when) to require their staffs to come back to the office,

walk around as they wish without causing feedback.”

The Strategy Room

rooms are divisible with air walls that retract into

management at HealthStream remains committed to

Beyond accommodating the presenters, the

their ceilings. Plus, there are 10 more presentation

a hybrid work model. Think Simple is fully on board,

outside walls are all glass, making reverb control a

rooms in which Think Simple repurposed Crestron

doing nearly all its service with a support package that

high priority. The solution features two K-Array

systems from its old headquarters.

includes remote monitoring of the AV systems.

line arrays in the tiered seating areas plus 24 QSC

“The thing our users like the most is that the AV

ceiling speakers in the lower portions that fill out

systems are transparent,” said Andral Johnson, who

only been out to Nashville once since we finished the

the rest of the space. The central area also includes

is responsible for the day-to-day operations of the

installation,” Gilbert noted, “and that was to oversee a

a Vaddio PTZ camera.

new conference center. “They plug in their laptops or

large firmware update.”

The Strategy Room can seat more than 30 people

type in an address for AirMedia and they just work.

“While we included unlimited on-site labor, we’ve

“Think Simple did an awesome job,” added Jeff

and include remote participants via Microsoft

There’s nothing to think about, nothing to mess with.

Adams, assistant vice president, business operations,

Teams. According to Condra, the main purpose of

In our old headquarters, we never knew when we’d get

HealthStream. “Once we decided to switch to Teams,

the room is to support planning for HealthStream’s

a call and have to drop everything to run and help.

it was just a question of how best to implement it. At

Performance Incentive Program. To optimize these

That’s no longer an issue.”

the end of the day, their expertise and ability to solve

meetings, the room includes a variety of computer

Today, while other companies debate whether (or

problems was fantastic.”

NEWS ASSOCIATIONS

Going Global PSNI’s Chris Miller: The Right Technology Partner Is Key

W

ith its worldwide network of Certified Solution Providers and best-of-breed manufacturing, distributing, and ser-

vice partners, PSNI Global Alliance has witnessed first-hand how combined strengths and shared experiences can overcome almost any AV challenge, even during a global pandemic. PSNI represents more than 220 licensed service and integration offices, and is the largest global network of AV integrators spanning the largest geographical area in the world. PSNI executive director Chris Miller talked with Systems Contractor News on how these elements are at the heart of The Alliance—and why choosing the right global partner is now more important than ever. : Even with the shockwaves of the past year or

two, we have seen the PSNI Global Alliance continue

PSNI Executive Director Chris Miller

to grow. What’s your secret?

Chris Miller: I’m not sure there is one—there are probably several! I believe it is our commitment and

system monitoring, there are times when having

business—its expertise and its support capabilities—

focus on building and maintaining social capital

on-site support is necessary. Human intervention is

as its hardware. Our partners tell us they want subject

among all alliance stakeholders, even during times

complimentary and necessary in addition to help

matter experts, which makes perfect sense. Under-

when we can’t be together. We know that when you

desks, adoption services, data management, and

standing the recommendations for the house of

bring together best-in-class technology providers

room manage that will possibly be stakes to remain at

worship market, for example, is very different to what

and they work globally as one, then success is sure to

the table of enterprise technology users. We continue

might be proposed for education or typical corporate

follow.

to evaluate and leverage the experiences of our CSPs

environments. It’s also essential to work with partners

to recommend and help build out global services

who share in your success, strive for the best possible

solutions that align with what their users need.

outcome, and are there for you in the long run.

But it’s so much more than just asking integrators to be a part of the network. It’s about building out the right team with a business process and a commitment to quality and excellence that makes it work.

I’ve studied the alliance model for years. Alliances

: How important is it to have a standardized

: What about the hard numbers? Where does

process across The Alliance?

price factor into the decision of the end user?

exist in about every industry today for a purpose to

CM: Standards and process are the core DNA of The

CM: The one thing that we hear over and over, and

reach and do more, efficiently and profitably. For

Alliance. Every one of our partners is committed to a

more commonly in recent times, is that price is not

PSNI, our strategic alliance combines the best of both

principal standardized approach, ensuring that the

always the deciding factor on global projects. When it

worlds of resources and expertise which, in turn,

quality and integrity of the consultancy, integration,

is the only factor the results may, and I stress may,

drives innovation and delivers solutions with local

training, and post-sales support is uppermost,

have long lasting negative implications. It’s always a

experts across a global footprint.

wherever they are in the world. But there are many

factor, not just the only factor. The more business,

other factors that partners look for when selecting a

environmental variables, and overall risk are

global technology partner, and we have worked hard

involved, the less price should be the deciding factor.

: We have seen several announcements over the past year of new partners joining The Alliance. Why

to deliver on our partner requirements. : What advice would you give to companies who

PSNI? CM: We have added new CSPs in key global markets,

: From your experience, what do partners

require a global technology partner?

but it’s a small number of those that inquire and apply

require from a global service provider?

CM: Two words: Choose wisely. We have recently

that are approved by their peers. Once they hear and

CM: Our CSPs want to know that we have vetted and

published an online guide to tackle that exact

see our engagement process and structure—and how

selected—with their approval—the very best

question. Our guide, Choosing The Right Provider For

we are positioned for the future as a global technology

technology solution partners in each key trade market

Your Global Deployments, is available as a free

service provider—they want to be a part of our unique

in the world. The underpinning of The Alliance is trust

download on our website. When considering global

alliance approach.

and reliability. Utilizing industry experts in local

technology deployment, a sobering fact remains: No

compliance, currency, logistics, customs, taxation

single AV or IT integrator or service provider has a

issues, and, of course, the technology itself, helps

physical location in every major city in the world.

services delivered globally in the Alliance?

toward better business outcomes in every market

Every integrator will need to align with partners.

CM: The PSNI model has more than 220 service-

around the world.

Making the right choice is vital to a successful

: How are today’s broad and complex AV

centric offices worldwide. While the goal is to solve issues remotely when possible with help desk and

16

When choosing a global technology partner, you want to know as much about the skillset of that

outcome and, as you’d probably expect me to say, that right choice is likely to be with PSNI.

ASSOCIATIONS NEWS

AV Sales Growth Slows with Omicron

A

that has both good and bad aspects. On the good

registering at 58.6. This rate was nearly identical to the

side, it’s above the no-net change mark of 50,

November AVI-E of 59.1, and it marks the ninth

meaning AV sales did increase in December.

consecutive month of payroll growth proceeding at least

That also means that AV sales increased in every

at a moderate rate of expansion.

month of 2021, a welcome mark of positivity and

“That run of employment growth appears to be

consistency in a difficult time. The bad aspect of the 57.1

creating a scenario we warned about in last year’s

mark is that it’s a clear deceleration from growth in the

second quarter Macroeconomic Trends Analysis

preceding months. Both October and November saw

[META] report,” said Peter Hansen, economist for

AVI-S readings of roughly 65, and April 2021 was the last

AVIXA. “The 2021 Industry Outlook and Trends

time the index was below 60, so December was indeed a

Analysis [IOTA] data showed how AV recovery was

marked reduction in the pace of growth.

lagging the wider economy but gaining steam, and

Year-on-year, the latest numbers show massive

wider employment data showed an increasingly tight

increases in semiconductor manufacturing, with 23.5

labor market. This month’s survey comments suggest

percent more semiconductors produced in November

that squeeze is beginning.”

2021 than in November 2020. The increase has been so

The Pro AV Business Index report is derived from a

significant that an annual record for total production

monthly survey of the AVIXA Insights Community, a

VIXA’s latest Pro AV Business Index shows

was already set in 2021, even with December yet

research community of industry members that tracks

2021 ended on a so-so note, as the rising

uncounted. This shows two things for our industry:

business trends in commercial AV. The report com-

Omicron wave slowed AV sales growth in

First, the chip shortage is not the primary issue with

prises two diffusion indexes: the AV Sales Index (AVI-S)

December. Survey respondents also emphasized the

supply; continued effects of COVID-19—especially

and the AV Employment Index (AVI-E). In each case, an

inconvenience of current supply conditions, includ-

disruptions to the supply chain—are more significant.

index above 50 indicates an increase in sales or employ-

ing delays and increased costs. Another aspect that

Second, it highlights how evolving demand is at the root

ment activity.

showed up more frequently was issues acquiring and

of supply issues; quantity supplied has increased

retaining talent. The talent pool has been tight outside

dramatically, but evolutions—revolutions, even—

monthly Pro-AV Business Index reports and learn more

of AV for some time, and the tightness may be reach-

mean much more is needed.

about the methodology. For more information about

ing our industry now.

The AV Sales Index (AVI-S) registered 57.1, a level

In December, the AV Employment Index (AVI-E) showed a continuation of solid employment growth,

Visit www.avixa.org/AVindex to access the free

joining the AVIXA Insights Community, visit www. avixa.org/AVIP.

avnetwork.com // February 2022 // SCN

17

PEOPLE EXECUTIVE Q&A

Improving Hybrid Learning Audio

James Knight Position: Chief Operating Officer Company: Xilica

Xilica to Launch New Technology as Part of 20th Anniversary Celebration

By Mark J. Pescatore

: What is your position, and what are your

rapidly become an industry-standard for beamforming

end-to-end convergence spanning the full value

ceiling microphone arrays, and both Sennheiser and

chain of activities that go into deploying AV

Xilica understand that to realize our shared goal of

technology in a space, right from procurement

enabling connection between people, we must make

through to service agreements. Many AV resellers

responsibilities?

systems easy to install. We’ve worked closely with

have also adapted their businesses to best position

James Knight: I’m the COO of Xilica, where I focus on

Sennheiser to enhance interoperability between the

themselves to reap rewards from this ongoing shift,

developing long-term strategy that ensures we meet

two portfolios and ensure that system deployment can

which has been great to see.

the needs of our customers both today and in the

be turnkey. Together, we offer a robust and pre-

future. As part of this, I define and communicate our

validated range of products that can be tailored to

brand purpose and the core value we offer that

modern meeting rooms and teaching spaces.

differentiates us from other vendors—what we do uniquely that helps solve the problems of our

: How can systems contractors better position themselves to profit from products and/or services you have to offer?

: What are the specific audio challenges of

JK: Xilica is entirely channel-driven—so we don’t sell

customers and their organizations. With Xilica

hybrid learning and meeting environments?

direct and 100 percent of our revenue is derived from

continuing to evolve and expand, much of my time is

JK: The common goal of hybrid learning and working

our partners. Therefore, we’re proud of our industry-

also focused on strengthening operational

is to create an atmosphere where everyone has

leading channel program, Xilica One, which offers a

infrastructure and expanding our talent pool to

authentic, natural interaction, even when not in the

host of compelling benefits to resellers in Pro AV, UC,

ensure we’re able to scale with our ideas.

same room. While conferencing audio platforms like

and datacom looking for a supportive, long-term

Microsoft Teams and Zoom have brought people

strategic vendor. Xilica understands that to be a

together, the toolset required to drive authentic

vendor of choice, we must be meaningfully different

your role?

interaction was severely lacking. There is the typical

and profitable to supply. Xilica One helps us hit both

JK: Prior to Xilica, I served several large, multi-

problem of poor speech intelligibility, as well as the

goals, so I’d strongly encourage resellers to join and

national businesses in the consumer goods,

distraction of people speaking over each other.

begin enjoying the benefits.

: How has your background prepared you for

technology, and hospitality industries as a

There are also challenges to address inside the : What are the short and long-term goals for

management consultant, where I focused on

physical space. Modern conference room designs, while

repositioning organizations to best meet fast-

often sleek and inviting, bring new acoustical chal-

your company?

changing customer needs. Management consulting

lenges. There are more reflective surfaces and glass,

JK: We’re very much focused on our purpose of driving

offers great insight into organizational behavior and

including floor-to-ceiling windows. These surfaces

authentic interaction, which essentially means to help

the full value chain employed to deliver a great

intensify echo and reverberations that not only hinder

people connect, communicate, and collaborate in a way

product or service. Working with some complex

speech intelligibility for listeners, but distract speakers

that is natural to them. Xilica already has a strong range

businesses, you also learn how to balance micro and

as voice echoes back through the microphone. While

of audio products for modern meeting and learning

macro-level demands—the broad organizational

there are challenges on the video side, including the

spaces, so short term we’ll continue to make these more

transformation initiatives vs. the function-specific

ability for physical and remote attendees to visually

ubiquitous, simpler to deploy, and more profitable for

challenges that need to be navigated.

interact with each other, audio presents the most

our resellers. We’ve recently launched our Xilica One

profound challenges in hybrid environments.

Partner Program, which offers resellers compelling

: What new initiatives are we likely to see from your company?

benefits to align with Xilica as a long-term strategic : Where do you see the pro AV industry heading?

partner, and we’ll soon roll out additional elements to

JK: 2022 is a tremendously exciting year for Xilica as

JK: AV/IT convergence has been a key topic over the

this initiative. We are also continuing to focus on

we celebrate two decades of being in business, and

past decade, but those conversations have often

building our channel with key strategic alliances and

we’ll be marking the milestone with the launch of a

focused on the technology that underpins AV

bringing our people closer to our customers through

new technology portfolio that helps further our

products. Recently, we have seen much more

location in major markets.

commitment to our brand purpose. : What solutions have you developed as a result of your partnership with Sennheiser?

JK: Xilica has enjoyed a great relationship with Sennheiser over the years in several different areas of our business, and we were delighted to announce our strategic alliance with their Business Communication division last year to help simplify the deployment of audio in the modern collaboration space. Sennheiser’s class-leading TeamConnect Ceiling 2 microphone has

18

SCN // February 2022 // avnetwork.com

“While there are challenges on the video side, including the ability for physical and remote attendees to visually interact with each other, audio presents the most profound challenges in hybrid environments.”

EXECUTIVE Q&A PEOPLE

Managing the Process Jetbuilt Software Targets International Users with New Languages, UK Office

By Mark J. Pescatore

Paul Dexter Position: Founder/CEO Company: Jetbuilt Software

this happening in cells, where a consultant designs a

Overtime: Last year I

project in Jetbuilt with the input of the end user team

put a Tesla motor into

at the facility. Then it goes out to bid and the consult-

a classic 1974 BMW coupe, if that’s any indication. Also,

ant and end user can communicate with the bidders,

I still love to mix records in my small production studio.

view alternates, answer questions, and select their vendor, all within the platform. We all know that awarding bids is far more than price. It is critical for

sales-centric to engineering-centric offices,

: As founder and CEO, what are your responsibilities?

the consultant/end user to see the strengths and

commercial and residential. I argue that this is

values of each vendor clearly in an apples-to-apples

entirely possible, but it requires an enormous amount

Paul Dexter: After six years, I am beginning to wear

environment. Jetbuilt makes this easy for projects

of intentionality to every detail. This is easily our

fewer hats. Most of my time is spent strategizing,

involving parties around the world.

biggest challenge and we consider it every day.

interface—the look and feel. I enjoy that part of the

: How are you addressing the needs of international users?

: Where do you see the Pro AV industry heading?

work, and it is much of our character, so I will do that

PD: In the last several months we have added French,

PD: The vision I mentioned above of consultants, end

as long as I can. We are small so I am still pulled into a

Spanish, German, and British English to the

users, integrators—even manufacturers working in

lot of directions managing our various teams.

application, so integrators can render proposals in

collaboration during the sales cycle—this scares a lot

their native languages. I am amazed at our number of

of people. They push back on such thoughts because

users in non-English speaking countries. When we

they fear that everything comes down to price. I argue

chat with them, they say that they would love the

flat against that. When I was integrating, I won far

application to be in their language, but they are

more systems when I was the high price than when I

willing to conduct their business in English in order to

was the low—because I sold on my design and overall

use Jetbuilt. I take that as a testament to the power of

value and assurance. We see this already happening in

Jetbuilt.

so many other sectors.

then monitoring the status of those strategies, but I am still responsible for the application’s user

: How long has Jetbuilt been in business?

PD: We launched at InfoComm in Orlando in 2015. : You’ve joked that you became an integrator by accident—how has your background prepared you for your role?

PD: I had been a record producer for many years. I

We are also opening a business hub in the U.K.

End users are not stupid. They know what a lot of

loved the work and it was incredibly gratifying. But as

this winter. It will be a remote office at the start, as we

things cost. In the end they need a fair price, but they

I got married in 2003, this life of spending all day and

evaluate how the pandemic is affecting physical

want to make sure they are receiving the right system

night in recording studios didn’t really match up to a

offices. Today, 25 percent of Jetbuilt clients are

and desire a better way to get there. It is 2022, so

healthy family.

outside of North America. This not only provides a

buying an AV system may not feel exactly like it did in

local presence to our clients there, but also provides

1982. We largely don’t buy our cars or dog food the

from the studio came to me asking if I could make

the best possible feedback into us improving the

way we did in 1982, either.

their venues sound like my studio. One was a large

application for use in these regions.

At nearly the same time, two people who I knew

well that I started getting calls to design more theaters

: What makes Jetbuilt different from other AV project sales and management software solutions?

: How can systems contractors better position themselves to profit from products and/or services you have to offer?

and hospitality spaces. I never intended to leave

PD: Jetbuilt invented dealer pricing integration so

PD: Jetbuilt continues to add more ways to help

record production, but it just happened. The fit was

that integrators can estimate projects extremely fast,

contractors monetize while providing more value to

perfect, and I found a nice niche where my company

knowing what they pay for each piece of equipment

their clients. We automate the presentation and sale

could compete with larger integrators when audio was

and without having to reference countless price

of optional service contracts, for instance. We also

a priority to the client. I still produce or mix music on

sheets or portals. We also put all of our power into the

automate the selling of options, such as larger

the side, but now it is only the passion projects.

cloud so that remote teams can collaborate on

displays or whole optional systems. We even have a

projects around the world. Once COVID-19 hit, the

function that ties our asset tracking into our Funnel

teams transitioning to remote offices were able to do

Module. Sell an amplifier today and when you install

so in Jetbuilt without missing a beat.

it, you notate the waranty expiration and estimated

modern church, the other was a restaurant. I designed systems for those spaces, and they both performed so

: What are the short and long-term goals for your company?

PD: In the short term, we are excited about our upcoming Service Ticket module. This will launch at

EOL. Both of those can trigger opportunities in your : What is the greatest challenge you face?

Funnel (months in advance of the event), so your

InfoComm 2022. It is the last of our planned group of

PD: My biggest challenge is creating a platform that

team can call on the clients and propose a look at

optional modules that our users have requested, so

can be universally accepted by companies of such

those items. Perhaps an entire system upgrade can

they can roll their full workflow into a single platform.

diverse personalities while allowing each of them to

result. This is good for our client, but fantastic for

work in ways they need to while presenting their

their client, who doesn’t have to wait until the amp

comfortable and powerful ecosystem for end users,

services to clients with their unique values.

fails to hunt for the contractor’s number and call for

consultants, and integrators around the globe. We see

Companies with one to hundreds of sales reps,

service.

In the long term, we are working hard to create a

avnetwork.com // February 2022 // SCN

19

PEOPLE NEWSMAKERS

BUDDY OLIVER has been

its revenue and growth across all

appointed vice president of Pro

verticals and lines of business.

Audio and Automation, a new

He has more than 30 years of

division for AURORA. Oliver has

sales and executive leadership

a long pedigree in the pro audio

experience within the IT and

space. In the early 2000s, he Buddy Oliver

developed and introduced the

telecom manufacturing spaces Jean Pierre Filion

with companies including

FiberPlex LightViper fiber optic audio transport

Motorola, Symantec, and

system, which has been used in high-profile

XMedius (now OpenText). Tadros

installations worldwide. He purchased FiberPlex in

will lead the company’s ongoing

2011, and as CEO provided the Pro AV market with

digital transformation, including

several fiber-based AV infrastructure products.

building and scaling its market-

After FiberPlex was acquired by Patton Electronics,

ing and brand management

Jatan Shah (left) and Joe Pham

QSC Announces New CEO and COO

Oliver brought to market the world’s first DanteAV

Nader Tadros

AVoIP solution.

growth strategy. He has more than 25 years of

QSC has promoted Jatan Shah to president

international experience in both the OEM/supplier

and COO, and has named Joe Pham chairman

BRIGHTLINE has promoted

and distribution sides of the IT sector, working with

and CEO.

ERIN NATH to manager of AV

companies such as HP, Microsoft, and IBM.

functions in support of its

Erin Nath

Shah joined QSC in 2010 as chief f inancial off icer and has since taken on additional

solutions for the United States.

It is the latest promotion within

As the new director of AV sales

responsibilities in various aspects of the

the company for Nath, who was

and engineering for PIVIUM,

business. Most recently, he served as executive

most recently the company’s

JOHN CAMPENELLA will lead

vice president, chief operating and technology

sales operation manager. In her

the continued growth of the

off icer, where he led product strategy and

organization. He has more than

development, operations, f inance, and IT. In

40 years of experience in the AV

addition, he currently serves as an AVIXA

industry. Most recently he

board member working to shape the future of

new role, Nath will be responsible for the company’s AV sales, working with Brightline’s AV dealers and consultants to implement video lighting

John Campenella

solutions. Nath joined Brightline in 2006 as a

served as director of engineering, CAD and Software

the association and the Pro AV industry. Prior

lighting designer.

Services for AVDG, but spent almost 20 years as a

to QSC, Jatan held senior positions with

partner at Shen Milsom & Wilke and 22 years at his

McKinsey & Company.

“Jatan has made a tremendous impact on

ELECTROSONIC GROUP

own company, MDCI. He has numerous certifica-

has added ANDY EVANS as

tions and his project responsibilities have covered

QSC and the AV industry, working smartly with

commercial director, Europe.

more than 6,000 completed projects across a

leaders across QSC to build new capabilities,

Within his new role, he will lead

variety of facilities and industries.

increase scale, and guide many strategic initiatives to success across our growing

the U.K. and Europe sales and business development growth.

PPDS, the exclusive global

multi-national organization,” Pham said. “His

Evans joins the company from

provider of Philips professional

persistence, patience, and vision have not only

Kinly, where he served as commercial director for

TVs and digital signage

guided our company but also our people to

the past 17 months. He has also provided leadership

solutions, has appointed DAVE

become stronger and more resilient. Jatan

in sales and operational management for Cisco and

DAHM as the company’s new

exemplif ies the company’s core values, which

Orange Business Services.

regional manager for hospital-

guide our thinking and actions, and is the

ity. He will focus on driving

ideal person to help lead QSC into its next

Andy Evans

Dave Dahm

MAXHUB has appointed

sales and awareness of the company’s Philips

STEVE RUBERY to the newly

MediaSuite hotel TV solutions. Dahm has more than

created position of business

15 years of specialist AV sales knowledge, and has

development manager for the

held sales leadership roles at Peerless-AV, Optoma,

U.S. Midwest Territory. He will

and Pivium during his career.

chapter of success.”

AMANDA FLYNN, who has

be responsible for driving sales

worked in business developSPINITAR has added JOE

ment for USSI GLOBAL since

UC Series conferencing products throughout the

ORLANDO to the team

2008, has been promoted to

13-state Midwest region, as well as creating a team

as regional vice president of

serve as vice president of

of sales representative firms within the territory to

Pacific Northwest. He

help develop and foster business. Rubery has spent

will oversee all projects for the

Amanda Flynn

company and provide support in

USSI Global, the company’s Digital Signage and

all areas of project manage-

Electronic Business and Consumer Solutions sales

Steve Rubery

of MAXHUB LED displays and

more than 18 years in the Pro AV industry.

Joe Orlando

customer relations and business development. Since she joined

SFM has announced two additions to its executive

ment, including design, installation, budgeting and

have increased significantly with the addition of

leadership team: JEAN PIERRE (JP) FILION as vice

financial leadership, and personnel leadership.

several industry leading worldwide customers. In

president, revenue and growth, and NADER

Orlando previously served as president and founder

her new role, Flynn will focus on expanding the

TADROS as vice president, digital transformation

of Commercial Media Systems, and also acted as

manufacturer client base for installation and repair

and marketing. Filion will lead the company’s sales

product manager of Xilica Corporation and director

services within the company’s Digital Signage and

organization and go-to-market strategies to drive

of DSP for AtlasIED.

Electronic Business and Consumer Solutions.

20

SCN // February 2022 // avnetwork.com

PEOPLE ON YOUR BUSINESS

Leadership Lessons from Ted Lasso Scoreboard Not the Only Thing That Matters for Successful Managers

By Steve Greenblatt, CTS

T

fanatical supporters of AC Richmond, Ted treats

management of Jamie, the player with the most raw

everyone with respect, patience, understanding, and

talent on the team.

genuine interest in making a connection while

Jamie’s early scoring success was overshadowed

ed Lasso, the hit show on Apple TV, embodies

learning about what is important to them. His

by his arrogance and unwillingness to pass the ball to

effective modern leadership, people-centric

unwavering desire to find a way to establish a rapport

his teammates, who he felt were not as likely to score

management, and the value of humility and

with each individual is key to effective communica-

goals. Jamie’s attitude created a divide on the team

tion, instilling trust, and establishing a relationship.

that spilled into the locker room and poisoned the

authenticity within a compelling, fictitious story.

For those who are not familiar, Ted Lasso is recruited

Successful managers take the time to know their

team culture. If it wasn’t for Ted putting the team in

to be an English football (soccer) coach based on

team on a personal level for the purposes of under-

front of the individual, Jamie’s success could have

recent success coaching an American Division II

standing what motivates them, how they offer the

come at the cost of the commitment and support of

college football team to a championship (a seem-

greatest value to the team, and in what ways can they

the rest of the players. Without a full team behind

ingly unrelated accomplishment). Despite his lack

be most effectively managed. While rules, policies, and

him, it doesn’t matter how good Jamie is at scoring.

of knowledge of the game of soccer, unfamiliarity

strategies can be implemented on a widespread

There would be no way to win.

with the team he is coaching, and ignorance of the

organizational level, managers who seek to show

league and nuances of the sport, Ted leans on his

appreciation, provide feedback, reward performance,

A Winning Culture

attitude, people skills, management style, and gen-

and inspire contribution from their team in a person-

Some of the most notable highlights from Ted Lasso

eral approach to coaching athletes to gradually gain

alized manner will find their effectiveness increase

come in his fun, memorable mottos like “Be a gold-

the respect of his players and the organization.

along with the performance of the team.

fish,” “Doing the right thing is never the wrong

In business, many companies become fixated with

Ted recognizes that his team is made up of unique

thing,” and the “Believe” sign in the locker room. These

metrics, quotas, and vanity statistics like top line

individuals that are most effectively cared for by

help remind the team of the core values and points of

revenue, growth percentage, and the size of an

customizing his management style and catering his

culture that Ted inspires. The effectiveness of these

organization. Although it is misleading to think that

technique to match differing personalities. Through

messages are maximized through Ted’s memorable and

the scoreboard doesn’t matter, Ted’s true measure of

this approach, he inspires each player to maximize

witty delivery.

success for his team is about the reward of seeing his

their contribution to the success of the overall team.

players overcome adversity, work together as a team,

While each player has their own personal challenges,

and consistent themes, with the common attribute

support each other on and off the field, and enjoy

obstacles, and baggage to overcome, it is because of

being the effective management of people. As comically

playing the game. This is the mark of a true leader!

Ted’s effort to get to know each of them individually

demonstrated in Ted Lasso, game expertise and strategy

that he can effectively help them persevere and

take a back seat to understanding individuals and

achieve success.

building a healthy team based on common beliefs and a

Just like in sports, companies rely on the synergy of their team to be successful. The coach or manager can set the vision, create the strategy, and make decisions; however, they must have the confidence

Team First

and buy-in from their team to be successful. In the

It may be tempting to favor the most

end, if progress is not being made toward success in

revered players and allow stars who

the long term, a determination needs to be made

produce results that look good on the

whether it is the effectiveness of the leader or the

scoreboard to dominate play.

skills of the team that are the limiting factor. The

However, success should not come at

answer to this question is critical and will define the

the expense of the team culture.

fate of the leader and/or members of the team.

In case of Ted Lasso, his greatest skills are

Just like in business, the success of a team depends on the

Success in sports and business offer many parallels

winning attitude.

Simple principles like trust, authenticity, respect, and a positive mindset provide a guiding light to navigate through most situations. Rather than being hampered by the nuances of the game and the individual wins and losses, Ted’s attitude is encouragement to think bigger and understand that leadership is not simply about measuring success on the scoreboard. Leadership is

demonstrated off the pitch. His strategies are less

cooperation and commitment

specific to match day and more connected to estab-

level of all members working

building a quality team that

lishing a winning culture, quality core values, and

together to achieve a

takes pride in who they are

successful organizational beliefs. Much of Ted’s

common goal. Poor atti-

and what they do.

effectiveness can be attributed to general leadership

tudes, lack of respect, and

Steve Greenblatt, CTS, is

skills that can be applied to any team or organization.

favoring individual wins or

the founder of Control

egos over collective accom-

Concepts, Inc., which

Personal Connections

captured in the reward of

plishments will ultimately

provides specialized software

Whether it was his boss, Rebecca, team captains Roy

damage the health of an

and services for the Pro AV

Kent and Isaac McAddo, journalist Trent Crimm from

organization. This is predomi-

industry. Contact him at

The Independent, Mae the bartender, or even the

nantly demonstrated in Ted’s

steveg@controlconcepts.net.

22

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SUPPLEMENT

THE INTEGRATION GUIDE TO

STREAMING

Streaming Services Pandemic Drives Churches to Focus on Digital Presence

By Carolyn Heinze

bling to catch up. While many have stepped up to the chal-

P

lenge, some churches continue rior to the pandemic,

to lag behind.

many houses of wor-

The Electro Acoustics team

ship did not consider live

spends a lot of time helping

streaming a priority. Whether or

churches shape their live

not it was necessary to incor-

streaming strategies. Not only

porate it into a church’s larger

does it help them to narrow down

ministry strategy depended on

the best tech options for their

a number of variables, includ-

clients’ applications, it also helps

ing the specific organization’s

Luke Jordon

Graham Sharp

Bryce Button

budget, its access to technical expertise, and its overall approach to outreach.

houses of worship practice good financial stewardship. For

“I think those churches were way ahead of the game

example, if a church is currently logging only three

and had already put themselves out there, had captured

online viewers per week in spite of the pandemic,

not everyone was comfortable setting foot into a

a lot of online viewers, and had enough people watch-

spending tens of thousands of dollars on a live

church, and so streaming was a way for people to check

ing online that they could continue to invest in their

streaming system is, arguably, not a wise investment.

the church out outline in a very safe, one-way commu-

technology and improve the production value of their

nication so they could find out: What is this church

live stream.”

“Some churches, before COVID, understood that

about? Is this something that I would be interested in

Jordan emphasized the need to assess specific goals related to outreach. Does church leadership see streaming simply as a convenience, or is live

being a part of?” explained Luke Jordan, PMP, CTS-I,

Strategies and Spending

vice president and co-steward at Electro Acoustics, an

Of course, COVID-19 had late adopters—especially

worshippers in the community and beyond? “The

AV design and integration firm based in Fort Worth, TX.

during the early months of the pandemic—scram-

technology budget is different depending on the

24

SCN // February 2022 // avnetwork.com

streaming part of a serious effort to attract new

STREAMING THE INTEGRATION GUIDE

Create a VOD Library (Without Breaking the Bank)

answers to those questions,” he said. “And if their

for all of that, it’s just going to be harder to really

strategy isn’t firm, then the hardware and technol-

understand the impact that your online presence is

ogy solution they use to get there is not going to be

having.”

AJA’s Bryce Button noted that creating a

any better.”

It’s also necessary to consider the house of

(content delivery network), it’s not mandatory.

worship’s technical resources. Some churches want

According to Bryce Button, director of product

to stream to multiple platforms, for example, but this

marketing at AJA Video Systems, a video and broadcast

can complicate matters for volunteer production

technology developer headquartered in Grass Valley,

crews who may or may not have a high level of

CA, most solutions offer the ability to easily interface

technical training. “With Facebook, you can typically

with platforms such as Facebook and YouTube. “There

video-on-demand library has gotten easier and

push one button and you’re live, [while] YouTube is

are a plethora of social media sites and platforms that

less expensive for churches over the last several

more like a five-step process,” Jordan said. “We help

they can use to deliver live and on-demand content to

years. He points to the availability of tools that

them understand … this is going to be something

their audiences,” he noted.

can stream, encode, and record content

that you’re doing multiple times a week, and you’ve

simultaneously––such as his company’s AJA

got volunteers running it. You might want to find a

HELO solution. “Post-service or event, it then

platform that requires fewer steps

becomes much simpler to upload the file

to get up and going.’”

recording to a library,” he said.

The discussion on using

Current solutions also support different compres-

multiple platforms also extends to

sion levels for streaming and recording. “[This

analytics; the more platforms a

ensures] that live stream viewers with low

church uses, the more diluted the

bandwidth still receive a great experience via a

analytics can get. “You want to

compressed stream,” Button added, “while a less

know how many people are

compressed stream

watching, how long they watch

can be recorded for

for, [and if] they tune out when

integration into the

the sermon starts,” explained

VOD library.”

Jordan. “If you have to go to five different places to get your metrics

Below: Houses of worship need to consider their outreach goals as well as technical resources before committing to a streaming strategy. Right: Broadcast Pix offers the ChurchPix live streaming solution for houses of worship.

26

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SCN // February 2022 // avnetwork.com

For encoding, Button said many churches will be fine with a single encoder and switched output for

THE INTEGRATION GUIDE STREAMING

their live streaming activities; however, more

Cameras are another important consideration.

equipped with higher quality lenses and better

elaborate setups may require a solution that will

Jordan said some churches will invest in a high-

optics—positioned further away. “That allows us to

encode content into multiple formats and deliver it to

quality 4K camera but outfit it with a small lens, only

then balance out our different cameras and shots,

multiple destinations simultaneously. The best

to discover that close-up shots are dark and grainy.

and make sure that no matter what we’re using,

option, of course, depends on the specific church and

One workaround is to put less expensive cameras

we’ve got a good, clean image,” he said.

its streaming audience. “It’s important to think about

closer to the stage, with higher-end models—

Carolyn Heinze is a freelance writer/editor.

the range of compression levels the church will need depending on its audience’s bandwidth needs and preferred viewing platforms before making an investment,” Button explained.

Bandwidth Burdens Bandwidth, unfortunately, continues to be an issue for some churches. While they may try to get away with a single internet line that is feeding the entire facility, churches should have a dedicated internet line for live streaming, Jordan advised. “People need to understand that the hardware is important,” he said, “but the pipeline that they actually push their content out on is just as important—and does not need to lag behind the technology that they’re investing in inside the building.”

Codecs and compression can help to address the bandwidth issue. At the same time, Button acknowledged that some trial-and-error may be required to strike the right balance between image quality and available bandwidth.

“For some houses of worship, H.264 is appropriate, as it remains one of the widely used codecs,” he said. “However, others might prefer HEVC, which has proven highly efficient at image quality preservation, even in low-bandwidth settings.”

Minimizing camera movement can also help when bandwidth is at a premium. “Too much camera movement can strain the encoding process and lead to breakup,” Button noted, “whereas harnessing multiple setups and still camera positions will result in a cleaner stream with [fewer] compression bottlenecks.”

Volunteer-Friendly Solutions Sometimes, AV integrators can over-engineer live streaming solutions, according to Graham Sharp, CEO at Broadcast Pix, a broadcast and streaming technology developer in Tyngsboro, MA. In churches with limited technical resources, this is problematic because the people operating the systems don’t have the expertise to take full advantage of the technology.

While Broadcast Pix sells high-end streaming solutions, its ChurchPix solution—an out-of-thebox live streaming system specifically for churches—is designed for facilities where ease of use is a top priority. “Most churches are volunteerrun and volunteer-operated, and those that have [overly sophisticated technology] have ended up with a system that they just don’t know how to operate,” Sharp said. “They end up only using five percent of the functionality of the system, and they find it really hard to use.”

avnetwork.com // February 2022 // SCN

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BUSINESS COVER STORY

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COVER STORY BUSINESS

First Class AV Accommodations The Londoner Hotel Combines Sophistication with Subtlety

By James Careless

B

illed as the world’s first “super boutique”

part of the Myriad Audio Visual Group, was tasked

To achieve these dual goals, Visual Systems

with discreetly integrating an impressive suite of

unobtrusively installed a hotel-wide Samsung

cutting-edge AV equipment.

MagicInfo digital signage system. They also deployed a similarly all-encompassing music

hotel, The Londoner on London’s Leicester

Inconspicuous Yet Accessible

Square is a study in elegant understate-

Edwardian Hotels had two goals for The Londoner’s

all public areas, including The Londoner’s restau-

ment. Although 16 stories tall, six of those floors are

AV system: It had to be accessible and usable

rants and bars.

located underneath the property, so the hotel blends

everywhere, without making its presence obvious

The hotel’s nine meeting rooms were each

seamlessly into the area’s historic low-rise facades.

to guests. “They wanted the ability to route signals

equipped with a 98-inch Samsung 4K commercial

across the whole hotel and the main area on the

display, along with a Symetrix Dante Bluetooth and

created by international design firm Yabu Pushel-

ground floor,” explained Ray Sappal, a director with

Logitech Rally videoconferencing system. Sappal

berg, is similarly stunning yet restrained. Although

Visual Systems and The Londoner’s AV project

said the meeting rooms systems are “self-con-

it is a 350-room/suite hotel with world-class

manager. “They didn’t want it to be the key focal

tained using UNICOL VertiSlide brackets with AMX

convention/meeting facilities, it has been crafted to

point of the building, because the building itself is

touchpanel control, and BYOD systems including

provide the intimacy of a small boutique hotel. It is

all built around art. The main criteria was that the

Barco ClickShare and Apple TV in each.”

within this unique setting that Visual Systems Sales,

AV had to be inconspicuous.”

The Londoner’s contemporary design interior,

system running on Dante audio networking to cover

For sound delivery, more than 300 Bose

A music system running on Dante audio networking provides coverage for all public areas of the hotel, including restaurants and bars.

avnetwork.com // February 2022 // SCN

29

BUSINESS COVER STORY

decorative chain mesh when not required, without having to physically remove them.”

The Ballroom’s lighting was selected and installed in concert with Visual Systems’ sister company Creative Staging to ensure that the venue was truly “event friendly,” according to Sappal. “Most ballrooms we have seen over the years very rarely have in-house production lighting,” he noted. “We have integrated house light control with the production lighting control to give the lighting engineer complete control over the whole room via the lighting desk. Alternatively, the whole lighting system can also be controlled via the AMX touchpanels and Lutron panels for smaller events without a dedicated lighting engineer.”

Visual Systems and Creative Staging installed eight motorized 12m trusses on load cells, outfitted with 30 moving wash and 20 moving profile light fixtures from Martin Lighting. The system is controlled via a pair of Avolites Quartz consoles and an Avolites Titan Net Processor in the control room.

Sound is controlled via a Bose ControlSpace EX DSP and amplifiers, while Powersoft amplifiers are used for the Bose ShowMatch Arrays. The team also installed a The Ballroom features in-house production lighting that includes 30 wash and 20 profile fixtures.

Sennheiser MobileConnect assistive listening system along with a Sennheiser infrared system. “For voice, we

professional speakers were color-matched to The

There are four tab-tensioned retractable display

installed 14 channels of Sennheiser D6000 series radio

Londoner’s various ceiling finishes. The install

screens within The Ballroom, illuminated by four

microphones with four antennas discreetly installed in

incorporated most of Bose’s entire current range of

16,000-lumen Christie laser projectors. Video signals

the ceiling of The Ballroom, all mixed from a pair of

speaker models, Sappal said, including Bose’s

are carried via an Extron XTP video matrix. “We also

Yamaha QL digital mixing desks,” said Sappal. “For

ShowMatch arrays, which were “installed within

installed six Panasonic HD-SDI pan/tilt cameras with

large events, we have installed a Clear-Com Free-

the ballroom on hoists so they can be raised above

controllers around the ballroom, on custom-made

SpeakII wired and wireless talkback system.”

the ceiling when not in use.” Bose RMU loudspeak-

swing-out brackets, for streaming events externally or

ers incorporated into the ceiling structure are used

to other areas of the hotel using AMX SVSI video-over-

Hybrid Accommodation

as delays or main sound when the arrays are not

IP interfaces,” Sappal added. “The custom brackets

While The Londoner’s AV installation was hindered by

being used.

enable the cameras to be quickly hidden behind the

COVID-19, the project didn’t stop because the U.K. was

Star of the Show Although The Londoner’s AV system shines throughout the property, the undeniable star is The Ballroom on basement level 2 (B2). Capable of serving 700 seated or 1,000 standing guests, it features a “state-of-theart AV and production lighting system,” Sappal said.

“Not many hotels I’ve seen in my 30 years in the industry have this amount of AV equipment.”

Equipped with its own master control room, The Ballroom has multiple facility panels located around the room’s perimeter. The panels can handle a variety of sources and include LEMO connectors, which can be patched to the hotel’s loading bay for outside broadcast. They also include ports for lighting, intercom, audio, video, SDI, networking, as well as power sockets for 16, 32, and 63 amp 3-phase connections.

“A client can hire (rooms) on B1 to B3 and spread their event over three floors, with interconnections between each floor,” Sappal explained. “You can have video and audio playing from The Ballroom into all these areas.” Each meeting room also has an interface, so the AV manager can route events from The Ballroom to any meeting room using a password-protected access page on any touchpanel or iPad control panel.

30

SCN // February 2022 // avnetwork.com

The Ballroom has its own master control room to manage its extensive AV systems.

COVER STORY BUSINESS

in lockdown. Sappal said Visual Systems kept working with a limited crew on site to meet its deadline.

Today, the virus remains a problem for The Londoner’s various events—but Visual Systems planned for the likelihood of delivering content to off-site participants. With Panasonic PTZ cameras, all AV-equipped areas of the hotel can support virtual or hybrid events, if required. Plus, two portable video streaming systems can be deployed as needed around the hotel. Contained in flight cases, one system has a Blackmagic Design 4K video switcher and streaming solution, while the other features an Analog Way presentation video mixer for more graphic-intensive presentations.

Despite the personnel and supply chain issues caused by COVID-19, Visual Systems succeeded in completing The Londoner’s extensive AV system as planned—and wowing its guests with the system’s subtle yet awesome capabilities once in service.

According to Sappal, The Londoner’s clients have told the hotel staff how impressed they are by the AV technology and how well it blends into the hotel’s decorating scheme.

“The client has themselves expressed that the AV design complemented the interior design,” Sappal added. “Overall, the feedback has been very, very positive.”

Bose ShowMatch arrays were installed on hoists in The Ballroom and can be raised above the ceiling when not in use.

avnetwork.com // February 2022 // SCN

31

BUSINESS XXX

High Expectations for Hybrid Education How to Enrich HyFlex Modalities for Student Engagement and Success

grow, but what does the data reveal about their efficacy? A 2010 survey from the U.S Department of Education suggests that while students in onlineonly modalities perform modestly better than those on site, students in hybrid learning programs actually outperform their peers.

Career readiness is another benefit of the hybrid modality. The educational sector’s migration to HyFlex mirrors broader corporate trends, as more companies embrace remote and hybrid workflows.

By Margot Douaihy, Ph.D.

And what hardware, software, and network infra-

A

structure solutions will help keep students on track? s colleges and universities modeled various scenarios in a quest to stay sol-

Students Want Flexibility

vent during the pandemic, adaptation

Engineering Meets UX According to EDUCAUSE, hybrid learning, also referred to as “blended learning,” combines tradi-

A 2020 survey by Microsoft Education and the

tional face-to-face classroom instruction with online

became the guiding theme. Among the myriad of

Economist Intelligence Unit found that while digital

learning. AV/IT integration leaders like CTSI know

approaches considered, the HyFlex (hybrid-flex-

learning was already the inevitable direction for

why hybrid learning is evolving.

ible) framework has proven to meet the demands

higher ed, COVID-19 has been a change accelerant,

of today while providing the agility to stay relevant

speeding up the process by 10 years or more. There has

long after COVID-19 fades.

inevitably been some fallout from the swiftness of this

A HyFlex strategy guarantees that every

change. More than 70 percent of faculty were “con-

classroom exists in both the physical and digital

cerned” about their ability to deliver the same quality

realms, and students can inhabit both modalities

of instruction through online methods, and students

seamlessly, with no difference in the richness of

and faculty alike cited adaptation to online learning as

their learning experience. Adherents of hybrid

the most significant challenge during the pandemic.

models point out their equalizing effects for

However, research shows that these learning

students with disabilities, adult learners, and

platforms are not going anywhere, and students don’t

international students. Its incorporation of mobile

really want them to. The most recent Digital Learning

collaborative tools is another selling point.

Pulse survey, published in April 2021, found that 73

But can our higher-educational institutions,

percent of students wanted the option to take some

which have been equated with the brick-and-mor-

courses online, and 68 percent were interested in

tar physical campus for centuries, absorb these

courses offered through a combination of in-person

changes? How are AV/IT teams and instructional

and online instruction.

designers adapting to these shifting expectations?

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Student interest in hybrid programs continues to

“There’s been a transition this past year from ‘hybrid’ learning to what is morphing into ‘HyFlex,’”

“It’s all about richer student engagement and collaboration, and much more personalized learning.”

Natalie Mactier, Vivi

HYBRID LEARNING BUSINESS

HyFlex at Lord Fairfax Community College For Lord Fairfax Community College, CTSI designed and built HyFlex systems that enable instruction and collaboration for participants in both synchronous and asynchronous learning experiences based on intended learning objectives.

The systems leverage sources such as desktop computers, document cameras, and a mix of BYOD laptop, smartphone, and tablet devices featuring both wired and wireless connectivity available through both instructor and student. With transparent

rooms designed across the college’s three

and intuitive control technology, the HyFlex

campuses in Virginia. The project will continue to

system enables all students to achieve the same

roll out in 2022, with more than 30 additional

learning objectives, no matter the path taken.

HyFlex classrooms. With an IP infrastructure in

Nine classrooms were opened in 2021 on their Luray, VA, campus, with an additional 35 class-

place, CTSI can remotely access, diagnose, and manage each classroom’s AV/IT systems.

avnetwork.com // February 2022 // SCN

33

BUSINESS HYBRID LEARNING

observed Mike Wilson, director of engineering for

systems. We want people to just adopt it and use it

CTSI. “Before the pandemic, you had a classic

instantly—a totally frictionless experience in their

synchronous/real-time, in-person environment with

workflow or instruction.”

the ability to bring in asynchronous or hybrid elements into the program. Now, through the

Multimodal and Inclusive

pandemic and with the move to hybrid and now

HyFlex also requires a cultural change. While the

HyFlex, we see a major shift in both workflow and

discussion tends to foreground technical require-

process, from the engineering perspective and the

ments, attitude change is often the heavier lift.

user perspective.”

Lecture capture is nothing new, with systems like

Hyflex provides the instructional foundation,

Mediasite in use for decades, but HyFlex is a

educational content, and technical capabilities to

different educational framework that gives stu-

empower full collaboration among participants,

dents more agentive control of their learning. It

regardless of whether they are—in person, syn-

offers various modal pathways from which students

chronous, remote, or asynchronous. “HyFlex offers

can choose.

the ultimate in learning space flexibility,” said Pjotr

But all stakeholders must be aligned to make it

van Baarle, global education lead for Kinly, an

work. The traditional academic experience is built

international provider of AV collaboration services

around synchronous learning, with students and

and support.

the instructor in the room at the same time. The

To unlock the potential of synchronous sharing,

pedagogy, workflow, and technology must be

the HyFlex shift requires more transparent, intuitive

reassessed and, in many cases, recalibrated to meet

control that is integrated directly into the workflow

learning objectives. Within the facility, the shift to

and architecture of the classroom system. “We’re

HyFlex requires an infrastructure transition from

leveraging transparent control with Microsoft Teams,

physical, point-to-point wired connections to a

Zoom, and larger UC [unified collaboration] platforms

secure IP topology for 24/7 remote and cloud access.

to also control the room and the whole academic

Pjotr Van Baarle

Common problem: An instructor needs to

“HyFlex offers the ultimate in learning space flexibility.”

Pjotr van Baarle, Kinly participants and on-site students using a mix of

environment,” Wilson said. “We cannot deploy

connect a laptop or desktop computer to a flat-

school-issued tech and bring your own device

systems that require extra training on the AV

panel display or projector while teaching remote

(BYOD). The reverse is also true: A professor needs to dial into a class via his laptop to lead a workshop with on-site students. The ever-growing list of possibilities is why the campus infrastructure must move to IP. “AV-over-IP-based communication allows us to take the various sources and encode them and put them on the network,” said Wilson. “That allows us to share between classrooms and people, then use software-based tools like wireless presentation with active learning capabilities.”

Downstream Considerations At the heart of the modern campus is a rock-solid IP infrastructure with an ample bandwidth network for collaboration, streaming, and high-resolution video sharing. 4K and 8K video, as well as VR/AR output, necessitate strong Wi-Fi networks, with extenders where needed. Students with unstable home Wi-Fi may need accommodations or additional tools; it is incumbent on the intuition to ensure equal access. Plus, data security and PII (personal identification and information) safety

Collaboration at UT-Chattanooga

measures must be current to safeguard critical data.

HyFlex’s downstream implications for campus AV/IT teams are notable. Key video components

The University of Tennessee at Chattanooga

said Wade Johnston, pre-sales AV engineer with

include interactive displays, interactive white-

wanted to guarantee the return on their

Howard Technology Solutions. “It is a simple,

boards, projectors, and auto-tracking and auto-

investment of new collaboration technology.

reliable solution that delivers what educators

zooming cameras—all outfitted with AI and IP

They chose Vivi to actualize their state-of-the-art

say they want—to connect easily and share

capabilities. 1 Beyond’s Automate VX, AutoTracker 3

learning environment, linking 20 screens and two

their screens—something Vivi allows them to

Cameras, and PTZ Cameras, for example, can track

projectors in a single classroom. “Vivi is the one

do with ease.”

instructors as they walk around a room and join

that really appeals to both IT and the end user,”

with videoconferencing platforms to connect remote students.

34

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HYBRID LEARNING BUSINESS

With its wireless screen sharing solutions

straints and keep technology current, CTSI offers a

(AVaaS) enables educators to accelerate HyFlex

designed specifically for education, Vivi exemplifies

subscription services model. The service model

technology into the learning environment, while

how technology can help students personalize their

offers flexibility with financing, moving the line

ensuring the systems operate at peak performance

learning journeys. “We empower teachers to help

item from capital expense (CapEx) to operational

with managed service. Also included is an ongoing

students get the most out of a lesson,” explained

expense (OpEx). Instead of waiting for a large chunk

technology refresh program, ensuring the systems

Natalie Mactier, CEO of Vivi. “With Vivi, a teacher

of capital budget to be allocated, AV as a Service

adapt as new technology becomes available.

can instantly share content to a classroom display and then can encourage active participation from every student. It’s all about richer student engagement and collaboration, and much more personalized learning.”

These benefits extend directly to hybrid learning applications. Vivi will soon debut its hybrid learning solution with its videoconferencing partners. With videoconferencing functionality embedded in the Vivi app, users just initiate Vivi in the classroom and the videoconference will automatically start. All students in the classroom have the same screen experience as students at home. Any content that’s shared on the classroom display is also seamlessly shared on remote students’ devices.

PPDS, the company behind Philips Professional Displays, has also been a strong advocate in its support and development of HyFlex learning technology and solutions. Running on Android, its Philips T-Line interactive education display centers heavily on both physical and wireless collaboration, allowing students—whether inside a classroom or learning remotely—to access the display using their own personal connected device.

Arlington JR

From an AV/IT perspective, IP-enabled video and cameras help keep Help Desk tickets down, because they can be configured once, then remotely managed thereafter. “When everything’s on the network,” Wilson explained, “it makes it easier for us to transmit content around the room, campus, and push content to students on the go.”

Audio is also central to the HyFlex environment.

Beamforming microphone arrays are a “huge element of new system design,” said van Baarle.

“This kind of audio enables us to steer microphone pickups to the appropriate locations within a room, pinpoint specific speakers, and make sure all students have the best audio quality, whether they are in the room or learning remotely. Every use case or classroom could be different, but with beamforming microphones, we can provide the speech intelligibility to the far side of a hybrid environment.”

Other considerations include the traditional learning space design, which need to be revised to work with hybrid setups. Movable desks, pods, and reconfigurable zones are supplanting affixed desks.

Zoom, Microsoft Teams , and other videoconferencing platforms are central to today’s hybrid learning programs—and software-based learning management systems, such as Canvas and Blackboard, must be agile enough to tie in these platforms as well as eBooks, audio, and other UC solutions.

To assist educational clients with budget con-

avnetwork.com // February 2022 // SCN

35

avnetwork.com // February 2022 // SCN

35

BUSINESS LIGHTING

Seattle Space Needle Receives Modern Outdoor Lighting Upgrade

T

o provide Seattle’s iconic Space Needle

created excessive glare through the all-new

lighting done by Ross De Alessi, which everybody

with a versatile and modern outdoor light-

revolving glass floor. The Space Needle requested a

associates with that nighttime view in Seattle. We

ing system, installation specialists LVH

new, more versatile system that still provided the

started thinking, ‘Well, in an ideal world, what

Entertainment Systems and lighting designer Erik

same iconic lighting for the landmark but also

would we do?’ The answer is that we’d light up just

Crowell with Niteo deployed Martin Professional

reduced glare and shadows cast through the glass

the opaque parts of the structure, which were the

Exterior Projection 500 and 1000 fixtures.

floor for nighttime visitors. To meet these require-

legs and bottom pan, and we’d trim out all of the

ments, LVH Entertainment Systems, in partnership

lighting that went through the glass floor.”

Built in 1962 and inspired by the Space Age, the Space Needle is a staple of the Seattle skyline known

with Niteo, installed a cutting-edge and innovative

for its stunning views from the flying saucer-like

system featuring Martin Exterior Projection 500 and

designed gobos that intricately outlined the Space

observation deck. In 2017, the Space Needle

1000 fixtures that debuted on New Year’s Eve 2021.

Needle’s structure and blacked out parts where the

announced an ambitious multi-year renovation

“Early in the process for the top hat design

After a series of trials, Niteo found that specially

glass floor was visible would dramatically reduce

project that aimed to modernize the visitor experi-

renovations, we flagged to the team that by putting

glare and unwanted shadows in the observation

ence while also honoring the tower’s history. As a

in a glass floor and maintaining the existing

areas. In order to determine each gobo’s unique

homage to the original concept art from the 1960s,

1000-watt metal halide lights mounted down at the

design, Niteo worked with Jason Davis, vice presi-

the Space Needle now features a floor-to-ceiling

ground level, even from that height, the visitor

dent at LVH Entertainment Systems, and the

glass interior and expanded glass panels on the

experience could be impacted by the glare from

installation team to insert a custom designed grid

upper-level observation deck, which provide

those fixtures and light trespass into the space,”

pattern in each projector to clearly map which areas

enhanced and uninhibited views of Seattle and the

said Crowell. “So our goal in redesigning the

needed to be blacked out. Niteo then used this

Puget Sound.

exterior lighting was to enhance the nighttime

information to create the gobo patterns in Photo-

However, the tower’s longtime outdoor lighting

visitor experience on the new rotating glass floor

shop. The Martin Exterior Projection Series’

fixtures, which illuminate the Space Needle nightly,

while maintaining the iconic design of the flood-

high-contrast image capabilities, wide zoom range,

There are custom designed grid patterns for each Martin Exterior Projection fixture.

36

SCN // February 2022 // avnetwork.com

36

SCN // February 2022 // avnetwork.com

LIGHTING BUSINESS

The color of the Martin lights can be changed remotely via DMX for holidays and other special events.

A weatherproof design was important for the rainy Seattle area.

and impressively high output were all crucial

going up to each fixture and putting a theatrical gel

Needle are pleased with the lighting potential for

features to the success of this installation.

on it to get the color that they want,” explained

future events.

“In most projector bulbs, there’s a reflector

Crowell. “So the ability to change those things safely

“In terms of the feature set, these Martin lights have

behind it that’s designed to push and scatter as

and quickly with the push of a button on a screen is

the features that other lights are struggling to even

much light out as possible,” explained Davis. “The

huge. The tower’s management brings it up in every

incorporate,” added Davis. “They’re pretty cutting edge

Exterior Projections instead form the light into more

meeting how excited they are about that. I don’t

in terms of what they’re able to do and they’re really

of a tight beam, which allowed us to take a more

think they’ve envisioned a use for all of the capabili-

high quality. I think the Space Needle will be in good

accurate reading of the grid on the Space Needle.

ties of the Martin projectors yet, but the ability for

hands for a long time with this rig.”

The gobo of the grid was literally as big as a watch

those fixtures to project

face, but we were still able to take something of that

patterns and create kinetic

size and project it with a high resolution. You can’t

moving things along the

even read the numbers when you’re staring at it in

façade is another tool that

your hand, but the light from the projectors came

they can use during shows

out perfectly and allowed Erik to be able to surgically

on their façade or other

remove the light from where we didn’t want it.”

special events.”

“I think that the solution is about as technical as

Meanwhile, the Martin

it gets from an exterior lighting perspective and as

Exterior Projection 500

nuanced and precise as you can possibly be with an

offers many of the same

exterior lighting application,” added Crowell. “All

features as the Exterior

creative aspects aside, we had more than our work

Projection 1000 but in a

cut out for us to make it all come together.”

smaller enclosure, making

Featuring a weatherproof design for use on

it an ideal fill light for the

long-term and permanent installations, the Martin

Space Needle’s lower legs

Exterior Projection 1000 ensures solid beams and

and curved surfaces. The

striking washes in any weather condition—neces-

resulting new lighting

sary characteristics for any installation in the

system maintains the

famously wet and overcast Seattle area. The Exterior

Space Needle’s iconic

Projection 1000 also supports full CMY color mixing

nighttime look from the

and remote control via DMX, giving Space Needle

outside, while the glass

staff an easy and safe way to change the lights’ colors

interior and observation

for holidays and occasional civic special events.

deck’s views are uninhib-

“With the old lighting system, changing the colors of the lights involved somebody physically

ited by the lights below.

Organizers for the Space

avnetwork.com // February 2022 // SCN

37

avnetwork.com // February 2022 // SCN

37

TECHNOLOGY PRODUCT REVIEW

The KY-PZ400N and KY-PZ200 PTZ production cameras are available in black or white.

JVC PTZ Streaming Cameras Deliver IP Production Versatility

By Chuck Gloman

W

hen it comes to live streaming, your

is needed for remote events. And if you need to

720p in 25, 50, 59.94, and 60fps. It also supports IP

control more than one PTZ camera, the JVC RM-LP100

streaming in H.265, H.264, RTMP, RTSP, and M-JPEG

remote camera controller can make that happen.

in 1080p, 720p, 480p, at 360p at 23.98p, 24p, 25p,

With streaming, you want the highest quality with

choice of camera equipment is one of

a low-latency IP video transmission standard utilizing

your most important decisions. If you

H.265/H.264/M-JPEG encoding. These advanced

29.97p, 30p, 50i, 50p, 59.94i and p, and 60p.

The front of the KY-PZ400N includes a lens cap

want the best quality image without spending too

streaming technologies adds forward error correction

over the swiveling camera unit. The unit also features

much, JVC has two IP-controlled cameras that could

(FEC), automatic repeat request (ARQ), and encryp-

a solid base and various ports—mini line I/O, 12V DC

fit your HD and/or 4K production needs.

tion that prevent the loss typically found on internet

in, Ethernet, USB 2, 3G-SDI, HDMI, and RS-232 I/O—

connections.

on the back. Its remote control (two AAA batteries,

The KY-PZ400N, JVC’s first 4K PTZ production camera, features a 1/2.5-inch 8.51-megapixel UHD (3840x2160) low-light CMOS sensor. The HD

Under the Hood

KY-PZ200 camera includes a 1/2.8 2.07-megapixel

Let’s look specifically at each camera, the controller,

(1920x1080p) CMOS sensor. Both cameras can

and their technical abilities.

synchronize with other cameras (using vertical

not included) allows selection of up to four cameras, zoom control, focus, and selectable presets. A mounting plate is also included.

In contrast, the KY-PZ200 has a 20x optical zoom

The KY-PZ400N has a built-in 4.4-52.8mm 12x

compared to the 12x optical zoom of the KY–PZ400.

interval time code) for live productions with NDI/HX

optical zoom lens and plenty of options for output and

Beyond the lens and the ability to shoot in UHD, the

and SRT streaming technology. Either one can be

streaming. The unit outputs UHD in 25, 29.97, and

KY–PZ200 has the identical capabilities as the

connected to a computer via a USB cable if a webcam

30fps; 1080p in 25, 29.97, 30, 50, 50.94, and 60fps; and

KY-PZ400. However, the rear of the PZ200 adds a USB 3

38

SCN // February 2022 // avnetwork.com

PRODUCT REVIEW TECHNOLOGY

The RM-LP100 IP can control of up to 100 cameras and stores up to 100 presets.

produce high-end visuals.

Both cameras are high enough quality for corporate work and even broadcast applications. What struck me in the very beginning was how sharp the picture looked from each of these cameras. Even I looked good. Obviously, you can purchase cheaper equipment, but as the adage goes, you get what you

JVC’s interface makes it easy to setup your video streaming.

pay for. input. The PoE-enabled Ethernet port on both cameras

needed their respective IP addresses for streaming. If

can provide power in lieu of the AC adapter when used

you’re using a computer with a Windows operating

controller is an easy way to stream to Facebook,

with a PoE switch. Both models are available in white or

system, download JVC’s IP address setup tool, which

YouTube, or almost anywhere. The PC software makes

black housing.

will give you access to the upgrade_v2.9.3.zip file. Go

setup much easier; you can probably make everything

to the bottom of the zip file to upgrade_standard.exc.

function quickly and without a technician. While a

performs its own setup by rotating, panning, and

This is an extremely easy way to set your camera(s) so

Mac version of the software should be available soon,

tilting. When the standby light goes off and the blue

they are ready to stream. You can also download the

setup is currently a bit more complicated for Mac

power light illuminates, you’re ready.

KY-PZ200/400 setup guide, which clearly explains

users. I was slightly out of my comfort zone—and

the setup and operation of the “upgrade_v2.9.3 zip

without help from JVC, I would have had a much more

with pictures” from the JVC website.

difficult time.

When you plug in the AC cord, each PTZ camera

The RM-LP100 supports IP control of up to 100 cameras and stores up to 100 presets. Its front panel has large, easy-to-see buttons, as well as a pan/tilt

Being a Mac user, it was not quite so easy. At the

Using the networked JVC PTZ cameras and

JVC’s PTZ cameras offer extremely easy installa-

joystick, zoom rocker switch, and seven-inch

time of this writing, a Mac version is in the develop-

tion for PC users—basically plug and play. This makes

touchscreen. The rear panel includes the power

ment phase—but until it is available, setup will

the installer’s job much easier because the end user

switch, 12V DC input, Ethernet port, USB service port,

require jumping through several proverbial hoops.

needs almost no training. If they can use a remote or

multi-pin tally, serial input connector, and eight

First, you need to determine the IP address of each

the controller, they can operate and stream. For Mac

selectable I/O function switches.

camera by pressing a series of keys on the remote

users, JVC’s site allows manual input of the necessary

control. Once the IP address is displayed on your

information. After the first time, streaming should

monitor (connected via an HDMI cable), you need

become second nature.

My testing opportunity was to record events that were

to go to JVC’s Web GUI to manually enter your

Chuck Gloman is an associate professor in the TV/

happening in two different rooms in my home for a

information for that piece of equipment.

Film Department at DeSales University. Contact

Facebook Live event. My desire was to have the end

Once I finished those steps, I selected

Adventures in Networking

him at chuck.gloman@desales.edu.

product look as good as if I were shooting it in a TV

“network” and filled in the rest of the information for

studio. I could have used the PZ400’s UHD capabili-

the second camera and remote control. To stream on

ties in one room and the PZ200’s HD in another, but

Facebook Live, I copied and pasted the information

the sizes of the rooms were too similar to go the extra

into the URL and chose “on,” “video,” and “audio.”

4K mile. Thankfully, you can adjust the frame rates

Within moments, my stream was

and resolutions so the cameras will match.

live on Facebook, and I could control both cameras

SPEC SHEET

with the controller. The wireless remote and the

n KY-PZ400N 4K PTZ Camera

RM-LP100, I needed to connect an Ethernet cable

built-in GUI also allow access to the camera func-

n KY-PZ200N HD PTZ Camera

from the back of each camera to a Netgear FS116

tions, but the controller is much more convenient.

n RM-LP100 Remote PTZ Camera Controller

will also provide power to the camera, which elimi-

First Impressions

Applications: government facilities, churches,

nates the need for the AC adapter—a great feature for

My gripe with much of the content on the Web is that

auditoriums, conference rooms

installations in places with no access to AC power.

the video quality is poor. Most viewers are focusing

Key Features: The cameras deliver high-quality

With another Ethernet cable, I connected the FS116 to

(pardon the pun) on what’s being said, not the

images, with very easy setup for PC users. The

the LAN input on the LP100. A fourth Ethernet cable

production values. As a filmmaker, I believe the

remote control offers familiar and convenient

went from the back of the FS116 to my modem.

viewer will get more out of the presentation if it looks

controls for multiple cameras.

Because I was using two cameras and the

switch. When a 802.3af PoE switch is used, the switch

With everything hardwired together, the cameras

professional. Of course, it takes more effort to

avnetwork.com // February 2022 // SCN

39

TECHNOLOGY NEW PRODUCTS

ClearOne DIALOG 10 USB Solid State Logic BiG SiX

Offering plug-and-play simplicity and wireless

Sharp NEC Display Solutions NC1843ML

convenience, DIALOG 10 USB is an ideal solution for

The newest addition to the Sharp NEC Display

SSL’s latest desktop mixing console, BiG SiX, is a

webcasting and cloud-based collaboration through

Solutions digital cinema projection series, the

16-channel mixing console that combines features

Microsoft Teams, Zoom, WebEx, GoToMeeting, and

NC1843ML is the ideal projection solution for theaters

and technologies from large-format SSL consoles

other apps. The included USB-C cable connects to any

with small and medium screens, as well as museum,

with full USB integration, additional processing, and

PC for audio, power, and control. With no external

house of worship, and art exhibit applications. With

advanced routing capabilities. BiG SiX is ideal for

power source or additional audio cables required,

interchangeable laser light sources in the projector

hybrid recording and mixing environments with 16

DIALOG 10 USB makes it easy to enjoy high-quality

head, it provides a lifetime of up to 50,000 hours,

channels of 96 Khz/24-bit USB conversion, which the

audio in any application. The wireless microphone

leading to less maintenance and lower total cost of

user can reroute to external inputs, stereo cues and

system offers a robust frequency-hopping, spread-

ownership. In addition to future-proofing, the

pre/post fader options. The console’s SuperAnalogue

spectrum technology, with no frequency license

NC1843ML also boasts increased flexibility, as it can

design delivers the punch, clarity, and ultra-low

restrictions worldwide. The auto-scan feature finds

be installed on the floor or the ceiling—without the

distortion from the company’s 9000 consoles, along

open channels for optimal reception, and standards-

need for an exhaust system—and features a wide

with a new 16-channel AD/DA USB interface. Also

based FIPS 197 AES-128 encryption ensures a secure

variety of lens options. Its next-generation laser

included is an “Essential Version” of the SSL G-Comp

link for wireless audio. Wide audio bandwidth

module uses a blue laser light source and produces

Bus Compressor, now with the “Auto” release

provides superior speech clarity, and ultra-low audio

18,000 lumens of brightness. The use of the blue laser

feature, channel dynamics processing, and a three-

latency significantly enhances the audio experience.

and 4K DC-compliant quality creates an image bright

band EQ based on the SSL 4000E console. A

In multi-user environments, each user can be

enough to display on screens from 62-72 feet in DCI

comprehensive monitoring section features full

assigned their own microphone to pair with a

color.

source matrix feeding two independent headphone

common room receiver. Microphones can be powered

outputs, along with 18-channel analog summing at

by common alkaline or rechargeable NiMH AA

mixdown capability.

batteries.

Aurora DTX Series

Matrox ConvertIP

Key Digital KD App Upgrade

Matrox ConvertIP standards-based IP devices allow

With the addition of source control to the free iOS KD

users to overcome the complex, expensive, and

App from Key Digital, the app offers powerful, concise

locked-in nature of single-vendor IP platforms by

control of Key Digital App Ready devices at no cost and

At the core of the new DTX series of audio products is

enabling the development of interoperable, versatile,

with no programming. Once KD App is downloaded

the DTX Dante audio DSPs, with a variety of analog

and scalable AV-over-IP networks. Capable of serving

and the iPhone or iPad is linked into the shared

and digital I/Os for systems of any size. Models range

as a transmitter or receiver from the same device,

network, the app auto-populates with all

from 4x4 to 64x64 channels of digital audio, with the

ConvertIP delivers uncompressed and lightly

connected Key Digital devices. User-defined presets

4x4, 8x8, and 16x16 models equipped with analog I/O

compressed AV-over-IP with sub-frame latency over

allow system-wide configuration for customers’

channels for integration with traditional inputs and

standard 1, 2.5, 10, and 25 GbE networks. The new

recurring needs, from a watch party in a sports bar

speakers. Dash software serves as the all-in-one

lineup is built on SMPTE ST 2110, the NMOS suite of

setting to a staff meeting in a board room. Not only

control and configuration tool for DXT DSP hardware.

open APIs, and the IPMX-ready, industry-standard-

does KD App control Key Digital’s comprehensive

Systems can be designed to match specifications and

based technologies. In tandem with the introduction

product line, but control can also be extended to many

conform as requirements change or evolve. All classes

of ConvertIP is the new Matrox ConductIP media

display brands and source devices with the IR and IP

of audio processing modules for signal routing and

routing software. ConductIP discovers, monitors, and

PJLink control capabilities of connected system

shaping are provided. Designed by audio

routes all ConvertIP signals, SMPTE ST 2110 signals

devices. The functionality of the free KD App across a

professionals for audio professionals, Dash uses an

compatible with the open NMOS suite of APIs, and

host of Key Digital devices can be explored using the

interface layout that is very intuitive yet powerful in

IPMX-ready signals that work natively with

app’s built-in demo mode, which also serves as an

its capabilities.

ConductIP.

effective sales tool for integrators.

40

SCN // February 2022 // avnetwork.com

NEW PRODUCTS TECHNOLOGY

AJA Video Systems BRIDGE NDI 3G BRIDGE NDI 3G is a high-performance 1RU appliance that enables reliable, high density, and high-quality conversion to/from SDI and NDI. The flexible, intuitive gateway device supports multi-channel 4K

TechLogix Networx TL-NS42-POE

Extron ISS 612

and HD workflows, and is designed to help Pro AV

TechLogix Networx has expanded into network

The new ISS 612 is a 12-input seamless switcher for

professionals move seamlessly between various

switching with the fiber-enabled TL-NS42-POE. Now

the dynamic presentation and scaling of HDMI,

platforms, protocols, and connectivity types. It can

available, it provides Gigabit ethernet switching via

DisplayPort, and 12G-SDI content at resolutions up to

easily be used to convert SDI camera and playout

four twisted pair ports, one fiber SFP port, and one

4K/60 for high-end presentation environments and

sources into NDI streams, enabling simple

SFP/RJ45 combo port. It’s ideal for long network runs

live events. It supports a maximum data rate of 18

integration into NDI supported workflows, including

and merging copper and fiber optic network

Gbps and features advanced Extron Vector 4K scaling

virtualized productions leveraging NDI-based

equipment. In addition to residential and commercial

technology. Separate preview and program outputs

switchers. BRIDGE NDI 3G features dual 10GigE

data networking, the TL-NS42-POE also supports

enable the operator to review sources before

onboard NICs for NDI I/O, as well as high-density SDI

several features required for security and access

switching them to the viewing audience. For

connections for up to 16 channels of 3G-SDI I/O. It

control. All twisted pair ports support 30W PoE and

streamlined integration, the switcher provides audio

supports up to four channels of 4K or 16 channels of

12KV surge protection, and redundant power inputs

de-embedding and multiple control options,

HD, or a mixture of HD and 4K NDI encodes/decodes.

with reverse power protection allow for local or

including an intuitive front panel, RS-232, and

An intuitive interface and system administration

remote power. The TL-NS42-POE supports

Ethernet. Multiple switching and transition effects,

screen make it simple to get BRIDGE NDI 3G

multimode or single mode fiber when paired with

picture-in-picture mode, and a variety of keying

configured quickly and securely.

corresponding SFP transceivers modules.

options are also available.

STAY ONE STEP AHEAD

INSTALLATION PRODUCTS

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41

VIEWPOINT

Customer Service Can Make or Break Your Business

By Jay Myers

sophisticated audio systems in multiple rooms. It was a complex project that took many weeks to

O

complete, and the customer was very concerned ne of my favorite quotes about customer

about using the equipment for an upcoming execu-

service is from Christopher McCormick,

tive board meeting. We could have taken the

the former CEO of LL Bean. He said, “A lot

approach that many companies do and told the

of people have fancy things to say about customer

customer to call us if they ran into a problem, but that

service, but it’s just a day-in and day-out, ongoing,

simply wasn’t in our DNA.

never-ending, persevering, compassionate kind of

What did we do? Rather than leave our customer

activity.” Seems to me that comment could have

in a state of high anxiety, we sent our two best support

easily been made about the AV industry these days.

engineers to the site, who proceeded to spend the

Key Takeaways • In today’s AV integration industry, delivering high-quality service is not an option—it is essential to survival.

• Delivering above and beyond customer service should not a “one-off” strategy but rather part of your company’s brand/ reputation.

• With so many other options available, AV

next 24 hours (with no sleep) testing and retesting the

integration firms must truly embrace the

for more than two decades, we prided ourselves on

system to make sure it worked perfectly. On top of

service/support mentality of doing “whatever

delivering “above and beyond” customer service day

that (still with no sleep), they remained at the site on

in and day out. Why did we take that approach?

standby to make sure that any last-minute issues

Weren’t we just trying to tell our customers/prospects

could be handled quickly and efficiently.

I know that as the owner of an AV integration firm

what they wanted to hear? Not at all!

A one-off heroic gesture? Not at all. We provided

For my company, it was literally all about

it takes” to make the customer happy.

• Never take a customer’s business for granted.

Keep working hard to do the things that earned you their business in the first place.

this level of service all the time.

survival. Why do I say this? Because for many years,

It is my belief that a high level of customer service

service that I believe is a key to long-term success for

more than 90 percent of the company’s revenue

is essential to the success of any AV integration firm

any business in any industry. Never take a customer’s

came from repeat customers. Do you think those

these days. With so many customers having the

business for granted. My advice is to keep doing the

customers would have continued to buy from us if we

option to purchase hardware and other items from big

things day in and day out that earned you the business

did not take care of them and provide a high level of

box stores or online retailers like Amazon, it seems to

in the first place. It’s that important.

customer service? I think not. Through the years, we

me that the most important product a company has

built a reputation for delivering a high level of customer service, which became an essential

having the unfortunate task of severing a long-term

deliver customer service.

business relationship with a financial advisor for the

After all, the company’s support team will likely

part of the company’s

I know this from a recent personal experience of

these days is its people, specifically the ones that

simple reason that they took my business for granted.

be dealing with the customer a whole lot more than

No business, whether it’s in the AV integration

the salesman after a contract is finalized. It is the one

industry or any other, has the luxury of assuming the

thing that is not viewed as a commodity item but is

customer’s business will continue to come their way

reinforcing our brand/

more times than not the key differentiator for any

because that’s the way it’s always been. You have to earn it each and every day.

brand identity.

A classic example of reputation was when we

company that wants to separate themselves from the

had an installation of some

competition. A company that provides high-quality

new AV equipment at a local

service sends a message to their customers that is

make or break your business. And at the end of the

simple yet very powerful: We care.

day, it is an ongoing, never-ending, persevering,

financial institution that included

And that brings up another aspect of customer

Customer service really is that important and can

compassionate kind of activity.

A company that provides high-quality service sends a message to their customers that is simple yet very powerful: We care.

42

SCN // February 2022 // avnetwork.com

9000