Strategy in TECH...
Within a span of just minutes today, we began hearing from multiple sources around the country that something was afoot at Savant Systems, LLC. Word quickly spread that the company was terminating salespeople around the country, a move that was occurring in the wake of founder Robert Madonna’s return to the company to replace former CEO William Lynch.
At CEDIA 2016, Jetbuilt CEO Paul Dexter’s voice was holding out…but just barely. Between the loud environment and the constant talking, it’s amazing anyone can talk by the end of day 2. Yet when an intrepid journalist showed up to ask about his software, Dexter shifted into high gear and in only about ten minutes, we had a complete picture of what Jetbuilt is all about. And that’s when we realized the name, Jetbuilt, was not just a company name, but was also a description of the end product – a good looking, well designed, full project proposal – built insanely fast by a savvy software solution.
Most new start-up companies like Millson Custom Solutions (MCS) choose to develop a new product concept and spend their first year setting up distribution, making sure internal systems operate smoothly as sales begin to happen, and in general scale slowly before they take that next step in expansion. It’s sort of a crawl before you walk – walk before you run strategy.
But not MCS – no sooner did they get their remarkable CinemaFrame launched, then the company rolled out a second product, their RSMS Roller Shade Mounting System and then a third product, the FutureFrame.
Recently, while researching the “analog renaissance” phenomenon, we spoke with an integrator who told us he had to scramble when he realized he was missing the trend for 2-channel analog and vinyl systems. But how could he miss this trend as it was clearly a result of customer demand?
“Don’t be so surprised,” a manufacturer told us. “Integrators have no idea on how to connect with customers and ‘sell.'” Is it true that integrator’s don’t know how to sell? Or is the sales process changing?
This morning, the Custom Electronic Design & Installation Association (CEDIA) announced that CEDIA EMEA and CEDIA headquarters in the U.S. has been completely “integrated” and is now one entity in whole. The news will be a huge surprise to some, and a point of confusion for others, as not many people understood the relationship between the two organizations. CEDIA EMEA, formerly CEDIA UK, is in fact an independent organization that licenses the rights to use the CEDIA name in Europe.
Now, things have changed.
Sonos surprised the industry this week with several announcements, some of which were directly targeted at the custom integration market just two weeks before the launch of the CEDIA 2016 show. But one announcement didn’t surprise us – we first told you about it a month ago when we revealed that we had learned that after announcing they were pulling out of the show, Crestron was back…in partnership with none other than Sonos.
Turn it On (TiO), Anuva Automation’s savvy and simple smart-home automation solution, announced today that it will have an exciting giveaway at next month’s CEDIA show in Dallas, TX. The company has partnered with KEF to offer a free daily drawing of exciting products in booth #2919.
SupplyStream, the online aggregator of industry brands and products data, announced today that it has decided to change its name and business model in a move that they say will more properly align their branding with the reality of their business activities. The change takes place immediately.
AudioControl, a Seattle, WA-based manufacturer of home and mobile electronics solutions, announced this week that it has joined the Azione Unlimited group. The company says it is focused on “innovative, industry leading theater and audio products that provide custom integrators with performance-audio solutions across the residential and commercial markets.”
It was a fairly typical, if slightly larger than normal, system installation for Matt Durbahn of CDI Services in Denver, Colorado. The client was building a home in the countryside outside of Denver and the project called for a whole home automation solution with a media room, technology throughout the home, lighting, HVAC control, outdoor entertainment, security & surveillance, and all that goes with a system like this. Although fairly extensive, none of the client’s requests were unusual.
But then the client asked for something NO ONE has ever asked Durbahn for before…and things just got a whole lot more interesting.
