Sales Success Story - Control & Automation

We actually just had a round table where one of the questions we pitched was,

"Are you using audio? Are you using video? Are you using control? Are you using all of them?"

And the overwhelming majority, at least in our room,

was that we're actually using all of those pieces.

The way I frame it for customers is just once we go through maybe a designer file

and showing them what they have access to and what they can control

and what they can do within their system to set it up.

And then I say,

"Now also imagine that you can control a lot of  

these capabilities remotely from anywhere in the world.

Like, that's a really powerful story.

“Yeah, our control, you know, I'll be honest with you,

I'm not going to sit here and tell you that it's just like everybody else's because it's not.

The reality of it is, is that when you're controlling complex spaces,

a lot of the programming that takes place is analyzing that Digital Signal processor

and looking for an instance that takes place so you can create a reaction to that.

And when Q-SYS manages the flow of all that information,

there's just inherent embedded control that never has to be programmed.

And that, within itself, makes it so much more of an efficient platform.

The first thing that I always stress to our  

customers is that you don't need to reinvent your user interface.

They spent gobs of money and time developing what they have as their user standard interface.

Once we educate them, whether it's the end users or the integration partners,

on Q-SYS Designer and our UCI software,

they can absolutely take that design that they spent years and money and time

and sweat developing and they can just recreate that.

That helps us really grab that mind share over there.

Actually, it was the first, as an integrator, the first Q-SYS project I ever came across.

It wasn't just a touch panel in the room that people were like,

"We don't want it on the table."

It was something that kind of continued to tell a story and added to their branding.

For the volume knob in the conference room, we actually use the Les Paul knob.

We used an amp rocker switch to turn the TV on and off, and then a toggle,

like on the guitars, to go from BYOD to the conference room computer.

Super cool interface that just kind of followed that experiential work, you know,

design essentially for the space, which is what it was made to do.

The most difficult thing to control typically is the DSP, and with us, that's intrinsically  

what we are.

So, that's the easiest thing to control.

And since everything else is relatively easy, it just makes our system easier to deploy.

But I ran into a partner that's out west when I visited this guy for the first time.

He said, "We did this analysis, and every time we use your solution,

we save hundreds of dollars per room that we deploy this in."

And they shared with me that the first installation,

because there was a learning curve and understanding that stuff,

probably cost them a little more money up front.

But they found, uh,

very quickly that they can deploy these things and they could have a

customer experience at the end of each deployment that was repeatable,

it was efficient, and they knew it would just work.