8 Best Practices: How AVI-SPL Went From AV Integrator To Services Leader

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5. Stepping Outside The Comfort Zone

Brandofino said another big driver behind AVI-SPL's success is its ability to take risks and extend beyond its bread-and-butter AV "core." He said the company's decision two years ago to start selling Microsoft Lync is the perfect example of this.

"We first talked about Microsoft Lync in 2012 and I guarantee, because I've talked to some peers in the industry, that our competitors in the AV space weren't even thinking about Microsoft Lync [at the time]," Brandofino said. "And when I talked to our team about it two years ago, some salespeople came up and said, 'We aren't in the IT space. Lync has nothing to do with us.' Well, fast forward, [and now] our biggest partners in AV -- Crestron, Smart, Biamp, ClearOne -- all have video solutions, all have UC solutions and all are in this space."

Thanks to that move, Brandofino said AVI-SPL was the first AV integrator to become a Microsoft Gold partner.

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