Most pro AV specialists keep an eye on trends and new potential sales opportunities. While markets such as hospitality catch a lot of attention, there are other niches that can provide a healthy boost to your revenue if you take the time to understand the market needs and educate yourself on how to deliver the right solutions to address those needs.
Take, for instance, command-and-control rooms where organizations use video walls and individual screens to create centralized locations for analyzing data from multiple sources. According to Grand View Research, the global command-and-control systems market is anticipated to reach nearly $20 billion by 2025.
To learn more about this opportunity and how solution providers can capitalize, we spoke with Tom Jones, technology consultant II, ProAV/Digital Signage at Ingram Micro.
Where do the command-and-control room opportunities exist for pro AV solution providers?
Jones: One great aspect of this niche is how diverse the potential customer base can be. Obviously, the public sector and government present good opportunities, especially in law enforcement and military applications. If those markets feel too overwhelming, there are also opportunities in the utilities industry, industrial/manufacturing applications and network operation centers. It’s important that our partners understand that if they need help working in a vertical, Ingram Micro has the expertise and connections to help them.
Are there any specific requirements solution providers need to get involved?
Jones: Like any market-specific application, command-and-control rooms require some specialized knowledge. These rooms typically have many sources coming in, requiring a lot of networking and potential integrations. Beyond the technical expertise, some markets (e.g., public sector) might require special certifications or security clearances. Make sure you have these requirements met before you try to send out a technician for the install.
What are some common mistakes solution providers should avoid with these installations?
Jones: There are a few mistakes I’ve seen solution providers make. The first is not having enough staff to perform the install adequately. Command-and-control rooms can have 75 displays or more. Installing that many displays requires many well-coordinated people.
Another mistake is not communicating with the right people at the company about the installation. You’ll need to work with the IT team to access the network, bypass firewalls and more. Skipping this step could delay the installation.
There’s also the mistake of not scheduling routine yearly color calibrations. Many command-and-control use cases require the ability to accurately depict colors. Consider a police manhunt relying on surveillance video of a suspect wearing a jacket whose color can’t be determined due to uncalibrated displays.
Finally, it’s important to urge the customer to purchase spare displays. Due to the critical nature of these rooms, you can’t risk not having backup units. We recommend having 5% over the total number of displays so if one happens to go down, a spare can be swapped in.