Focus on Specific Commercial IT and AV Niches to Add Installation Revenues and RMR

Last year’s ESA Target Trends Survey, conducted by AE Analytics, showed strong growth by security integrators in offering commercial IT solutions, with almost 40% of commercial installation revenues attributable to IT solutions by 2014.

IT Solutions as a Percentage of Commercial Installation Revenue

Two categories of IT solutions showing particular promise for integrators are Remote Monitoring & Management of data networks (RMM) and IT security, preventing data loss and intrusion into data networks. According to the survey:

• RMM will increase from inclusion in 20% of commercial installations in 2012 to 28% in 2014
• Network security will grow from 13% of installations in 2012 to 22% in 2014
• Online data back-up will increase from 10% of installations in 2012 to 20% in 2014

This year’s ESX NexTech track, sponsored by SDM, features sessions on both RMM and IT Security. Experienced IT integrators will share the solution sets in demand by commercial customers, how you can position your company to sell and deliver the solutions and, most importantly, how they can generate RMR.

NexTech will also feature a session focusing on digital signage—one of the commercial A/V categories showing RMR promise. Digital signage combines hardware such as flat-panel displays, speakers and networking technologies to provide customer message solutions to public accommodation businesses like stores, restaurants and clubs, hotels and resorts, health care facilities, houses of worship and schools.

The opportunity for RMR is in providing content management software and consulting, which can be sold as a marked-up monthly license, or providing the content management solutions in a more turnkey way for even higher RMR.

In addition to the NexTech session on digital signage, ESX will be working with sponsors on a Digital Signage Learning Center on the ESX show floor, so make sure you get to ESX to stay get on the cutting edge of tech trends in IT and Digital Signage.