Our story is about the overriding presence and effect of the internet, the tangible nature and growth of the internet of things (IoT), the expanding roll of threats and cyber security, and the significant opportunities this poses to pro AV.
By Alan C. Brawn CTS, DSCE, DSDE, DSSP, ISF-C In the beginning of technology sales, we sold features. In those days this was the “wow” factor revealing things that has heretofore been non-existent or impractical. As new technologies seemingly came out of the woodwork, buyers became more knowledgeable and sophisticated and as a result the […]
The latest teaching exercise that I have been working on relates to what economists call the “commodity trap.” The danger for us in the commercial AV industry is that if everything appears the same… the differentiation then becomes price.