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Course Description
We have all experienced the dwindling margins on the hardware that we sell. We have to sell more to make the same amount of revenue. For pro AV integrators to be successful (i.e. profitable and sustainable) they must add value beyond the confines of something that can be delivered in a “box”. One way to do this is to provide managed services to your clients. In this seminar we will define managed services in pro AV and explore the applications that are a natural fit for these outsourced services. The course speaks about differentiation, profitability, and sustainability.
Key concepts covered include:
- Understand the sales and services part of the industry today and enlightened client
- Understand the dangers of commoditization
- See how selling managed services provides differentiation, profitability, and sustainability