Editor-in-Chief Tom LeBlanc makes a tough decision for the year ahead.

I get negative feedback every day. It comes with the territory of editing a publication, and it’s actually a positive thing.

Thanks to Twitter, LinkedIn, the comments section on CommercialIntegrator.com, and our industry’s many conferences, I live in a 24/7/365 focus group.

Negative comments usually provide more value than positive ones. The trick to leveraging a negative comment is to figure out if it reflects a significant chunk of Commercial Integrator’s 25,000 subscribers or if it comes from that person’s unique — and perhaps jilted — point of view.

On the final day of CI Summit, which took place Nov. 12 to 14 in Orlando, Fla., I was unwinding and chatting with a bunch of integrators about the event’s panel and roundtables discussions.

One guy told me, “If I have to sit through another panel discussion on recurring revenue I’m going to shoot myself in the [expletive] head.” We all laughed.

That comment resonated with me. On the plane ride home I was thinking about how frequently Commercial Integrator covers the industry-wide challenge of shifting from product margin- to service-based revenue.

We posted 10 articles tagged Recurring Revenue on CommercialIntegrator.com in 2014, including a couple of magazine features, and we usually explore that theme in our CI Profiles of integration firms.

Maybe I should cool it for a while on writing and assigning articles about recurring revenue and service contract topics, I thought. After all, as that CI Summit attendee added, “At this point, guys either get it or they’re not going to.”

Unfortunately, the data from the 2015 Business Outlook survey of 127 integrators conducted by CI and NSCA indicates that too many guys still don’t get it. Half of respondents say that recurring revenues represent 5 percent or less of their total revenue. Meanwhile, another 42.5 percent say RMR falls between 6 and 30 percent.

<--- please see the full article at the link below but we thought the ending paragraph was extremely powerful! --->

As much as I appreciate the candid feedback, Commercial Integrator will continue to cover the industry challenge of migrating toward service revenue. We have to. Otherwise, there might not be an industry to cover.

Read the full article on Commercial Integrator

Article Published By Tom LeBlanc on Commercial Integrator, December 26, 2014

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