Video Transcript
Sales Success Story - Control & Automation
3m 19s
00:01
We actually just had a round table where one of the questions we pitched was,
00:07
"Are you using audio? Are you using video? Are you using control? Are you using all of them?"
00:11
And the overwhelming majority, at least in our room,
00:14
was that we're actually using all of those pieces.
00:16
The way I frame it for customers is just once we go through maybe a designer file
00:24
and showing them what they have access to and what they can control
00:27
and what they can do within their system to set it up.
00:30
And then I say,
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"Now also imagine that you can control a lot of
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these capabilities remotely from anywhere in the world.
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Like, that's a really powerful story.
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“Yeah, our control, you know, I'll be honest with you,
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I'm not going to sit here and tell you that it's just like everybody else's because it's not.
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The reality of it is, is that when you're controlling complex spaces,
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a lot of the programming that takes place is analyzing that Digital Signal processor
00:56
and looking for an instance that takes place so you can create a reaction to that.
01:01
And when Q-SYS manages the flow of all that information,
01:04
there's just inherent embedded control that never has to be programmed.
01:08
And that, within itself, makes it so much more of an efficient platform.
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The first thing that I always stress to our
01:17
customers is that you don't need to reinvent your user interface.
01:20
They spent gobs of money and time developing what they have as their user standard interface.
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Once we educate them, whether it's the end users or the integration partners,
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on Q-SYS Designer and our UCI software,
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they can absolutely take that design that they spent years and money and time
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and sweat developing and they can just recreate that.
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That helps us really grab that mind share over there.
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Actually, it was the first, as an integrator, the first Q-SYS project I ever came across.
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It wasn't just a touch panel in the room that people were like,
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"We don't want it on the table."
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It was something that kind of continued to tell a story and added to their branding.
02:03
For the volume knob in the conference room, we actually use the Les Paul knob.
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We used an amp rocker switch to turn the TV on and off, and then a toggle,
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like on the guitars, to go from BYOD to the conference room computer.
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Super cool interface that just kind of followed that experiential work, you know,
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design essentially for the space, which is what it was made to do.
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The most difficult thing to control typically is the DSP, and with us, that's intrinsically
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what we are.
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So, that's the easiest thing to control.
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And since everything else is relatively easy, it just makes our system easier to deploy.
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But I ran into a partner that's out west when I visited this guy for the first time.
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He said, "We did this analysis, and every time we use your solution,
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we save hundreds of dollars per room that we deploy this in."
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And they shared with me that the first installation,
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because there was a learning curve and understanding that stuff,
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probably cost them a little more money up front.
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But they found, uh,
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very quickly that they can deploy these things and they could have a
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customer experience at the end of each deployment that was repeatable,
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it was efficient, and they knew it would just work.