They say whenever a door shuts, a window opens and whenever a year comes to an end, another must begin. We have reached the end of 2015 and hopefully the year has brought success for your business.
While this year has been quiet for some integration companies, for others it was actually quite a busy time. And now is the time of year when we must reflect upon our successes and failures of 2015 in order to come up with our best plan of attack for the year ahead.
Perhaps some of you have already considered this and are ready for the year to come. For those of you just getting around to doing your 2016 planning, don’t worry, there is still time.
If you are trying to wrap your head around what 2016 has in store for your business, here are a handful of things to focus on.
Evolving Buyer’s Journey
Data has shown that anywhere from 48-90 percent of a sale is complete before a buyer calls a supplier. With so much of the sale being done online, it is critical that integrators consider new ways to engage, connect and communicate with their clients and prospects.
Related: Recapping the Industry’s Biggest News of 2015
With evolving technology it is easier than ever before to track your communication and to continue to connect with buyer’s without ever seeing them or talking to them. In 2016, businesses are going to need to focus more on enabling their potential customers to shop even when the office is closed; and this will happen online.
Operational Excellence
This is an every year focus, but it is also one that many companies can lose track of. As an integrator it is imperative to make money on every revenue dollar that you have. Taking projects that aren’t profitable (enough) is a mistake and not being acutely focused on turning every dollar into a profitable one is an easy mistake to make if you are too enamored by top line revenue.
The best integrators are focused from first customer touch point through delivery in making sure they are efficient and profitable.
Data Driven Results
As more and more integration solutions are moving to cloud and software, we are under more and more pressure to show data that says our clients are making sound investments.
Related: 23 Integrators Pledge to Tackle These Challenges in 2016
This coming year, companies are going to be asking more for “proof” that their video collaboration or digital signage solutions are paying off and as integrators we will be on the hook to provide clients with data to validate their investments. This is just beginning; it will be a bigger and bigger part of what integrators do in the future.
Mobile and Mobility
I know room solutions play a key role in the integrator revenue stream but having too much focus on installed systems and not enough focus on mobility will leave much of what integrators are offering as obsolete.
With more and more companies looking to flex work, globalization and ad-hoc meetings on the go, it’s critical that integrators are offering solutions that adhere to a companies mobility goals and standards.
Customer Experience
Short and sweet, we have entered the age where experiences are the way we judge our relationship with a brand (that’s you, the integrator).
The integrator that creates seamless positive experiences online and offline, before the sale and after the sale, is going to be the one that companies like working with the most. Regardless of how cool the technology is or how many certifications one may have, people dealing with people is how it has always been and always will be. How you create the best customer experience is undoubtedly what will set your business apart.
With every new year comes a great opportunity to take your business to the next level. With a little focus on what has brought you this far along and an emphasis on the five trends mentioned above, 2016 has all the potential to be your best year yet.
