How we help commercial integrators
Hardware is commoditizing, the bid market is a race to the bottom, and the growth has moved into services and recurring revenue. Meanwhile the industry was built on engineering and installation talent, not sellers. We help you meet all of it: escape the bid, build the recurring base, and put a team on the floor that can sell everything you now deliver.
Get your team designed in early and selling value, so you win the negotiated work instead of racing three integrators to the lowest number off the same drawings.
Turn box-and-spec sellers into consultants who lead with business outcomes, influence the design, and hold margin even when the hardware is a catalog SKU.
Install the model and the selling motion for monitoring and managed services, the recurring monthly revenue that smooths the backlog and lifts the value of the business.
Recruit, ramp, and coach the reps, managers, and the PMs and techs who touch the client, so growth stops depending on your two best people.
Your industry expert
revenueify's commercial integration practice is led by Jon Ray, our Chief Revenue Officer and Associate Partner for the integration channel. Over more than 15 years he has turned around and scaled revenue organizations, from CEO of WEBER Screwdriving Systems to Chief Revenue Officer at ASD, and he now spends his days helping integrators escape stagnation, build recurring revenue, and put real selling systems in place.
Jon is active where the channel does its business. He speaks at the NSCA Business & Leadership Conference, writes for NSCA on the sales and pipeline problems integrators actually face, and is the person NSCA members reach when they want help growing revenue. When revenueify builds a program for your team, it is shaped by someone who lives in your channel, not a generic curriculum with the word integrator pasted on top.
A member of your association
revenueify is a member of the NSCA Member Advisory Council, the vetted group the National Systems Contractors Association steers its members to for strategic help. It is not a logo we bought. It is a seat that keeps us in the room with the integrators, manufacturers, and researchers shaping the business, and it is why Jon Ray is on the BLC stage and in the NSCA content library.
That access is the point. It keeps every program current with how integrators actually sell now, when roughly seven in ten dollars of industry revenue are negotiated rather than bid and recurring revenue is the largest share it has ever been. We build for where the money is moving, because we help NSCA members move there.
Where to next
Pick the challenge you are solving right now, or start with the assessment and we will point you to the right program. Same methodology underneath every one.
Turn a hardware bid into a managed-services relationship, and one conference room into a building-wide standard.
See the program ›Lead with risk and business outcomes instead of camera counts, and win the platform plus the RMR a hardware bid never reaches.
See the program ›Sell as the single point of accountability owners now expect across integrated, secure, future-ready building systems.
See the program ›No sales leader in the seat? We run the sales operating system with you: the cadence, the coaching, the pipeline, the renewals, from week one.
See the program ›Hire sellers who move solutions and RMR, not boxes, benchmarked before the offer and trained the day they start.
See the program ›Design the recurring model and teach your team to sell the invisible, so monitoring and managed services stop going unsold.
See the program ›Your PMs, engineers, and techs touch the client at every truck roll. Turn those touches into trust, expansion, and referrals.
See the program ›Give every rep consistent discovery and outcome-based practice between deals, with coaching that scales past one sales manager.
See the program ›Your forecasting problem is really a pipeline problem. Build a pipeline you can trust and a number you can commit to.
See the program ›Stop waiting for the next RFP. Fill the pipeline with the accounts and projects you want, before they go to bid.
See the program ›Get designed in early and sell value, not price, so you win the negotiated work instead of racing to the bottom.
See the program ›Turn reps-turned-managers into real coaches who run a weekly cadence, not a quarterly scramble.
See the program ›The one-partner difference
revenueify is the revenue operations partner for commercial integrators that trains, manages, and builds the sales team under a single methodology, Customer Focused Selling®. Built on a selling system with more than 30 years of proof and powered by behavioral science and the A.I.M. data assessment, we turn inconsistent, bid-dependent results into predictable, compounding, recurring growth. Point solutions teach a class or place a hire and leave. We install the system and stay until it runs.
Train the team
This is the complete Customer Focused Selling® system, customized for the integration channel and mapped to the four jobs every integrator rep actually has: fill the pipeline, win the spec and the channel, sell the platform not the box, and grow the account into recurring revenue. The bowtie funnel is the whole picture, from first call through renewal and RMR.
Manage the team
We do more than advise. We step in and run the sales operating system with you: the cadence, the coaching, the pipeline, the renewals. Because we know leasing, upgrades, and how to sell advanced solutions, we are productive in your business from week one. Three ways to bring us in, depending on the leadership you have today.
No sales leader in the seat? We manage the sales team directly: goals, coaching, the weekly cadence, and the renewal calendar, so your reps have leadership every day, not every quarter.
You have sales managers but not strategic sales leadership? We manage your managers, install the operating system above them, and turn reps-turned-managers into real coaches.
Have leadership, but one thing is stuck? We run a focused engagement on a specific initiative -- a managed services push, a renewal season, or a new-hire ramp -- with or without your sales leaders.
Engagements typically run $3,000 to $20,000 per month, priced per sales professional on your team, and are built to hand back. With the average sales manager costing at least $150,000 a year, we usually come in for far less than a single full-time hire.
See if we are a fit for your business ›Score your revenue operations
Twelve questions about how your company actually sells, not how you would describe it. Every one is written so you can answer it yourself, right now, without asking anyone on your team.
Your score out of 36, a six-part breakdown, and one first move you can start this week. It is free, and Jon Ray will walk your scorecard with you.
The readiness scorecard
People and skills, process maturity, territory and account focus, coaching cadence, forecast reliability, and recurring revenue readiness. The shortest bar is where your next dollar of effort returns the most.
A lightweight read of the A.I.M. Assessment, so the step from free tool to real engagement is honest rather than a bait and switch.
Build the team
We know what a successful integration rep looks like, because we build the models to test for it. Using PXT Select® and Everything DiSC®, we benchmark candidates against top performers in the channel, so you hire on data instead of gut feel and a good interview.
And every placement comes with sales training built in and a 96 percent success rate past the first year, so new reps ramp on your system, in your language, from day one. We train who we place.
Start with the data
Before we recommend a single program, we read your sales organization. The A.I.M. Assessment -- Analyze, Implement, Move Forward -- is an evidence-based diagnosis of where your revenue is really constrained, so the plan fits your business instead of a generic playbook. It is the data differentiator behind everything on this page.
Who can sell the platform and the recurring model today, and who needs to be built.
Whether a real selling system is in place, or the process lives only in your best rep's head.
Whether the right people are in the right seats for how you sell now.
Whether managers coach a weekly rhythm, or inspect a number once a quarter.
Whether the number you commit to is one you can actually trust.
Grow recurring revenue
Recurring monthly revenue is the hardest thing an integrator sells, because the buyer cannot see it. There is no demo for a monitoring or managed-services agreement, only a promise of value. revenueify leads the channel in both building the recurring model and teaching teams to sell it, with REVUP RECUR® and the OBJECTIVELens® three-cost framework that turns the invisible into a number the buyer can weigh. A strong recurring base does not just smooth the backlog, it can move the value of the business from a project multiple to a recurring one.
Proof in the channel
TRL Systems is a 40-plus-year fire life safety and security integrator in Southern California. Over a 28-month engagement, we ran the A.I.M. Assessment, launched their TRL Total Care recurring-services offering, coached a full selling process into place, recruited and certified a new account executive, and deliberately handed the team back. Their healthcare division grew into a $20-million-plus business and expanded into Northern California, running on a system that now stands on its own.
Healthcare division, doubled, then handed back as a self-sufficient sales org over a 28-month engagement.
Insights for commercial integrators
Straight talk for the integration channel: coaching, closing, recurring revenue, and selling managed services.
Benchmark your readiness
Owners now expect integrated, secure, future-ready building systems with a single point of accountability. The NSCA MSI Readiness Assessment scores your sales organization across the five disciplines that separate a traditional integrator from a Master Systems Integrator, and shows you where you stand against your peers.
It takes a few minutes, and Jon Ray will walk your scorecard with you.
Service Model, Discovery Practice, Stakeholders & Outcomes, Deliverables & Proposals, and Organizational Readiness, from the sales section of the NSCA MSI Playbook. Get a score, a peer benchmark, and a clear first move.
From the blog
More on escaping the bid market, building recurring revenue, and leading a team that sells the whole platform.
Whether you are trying to escape the bid market, stand up recurring revenue, or build a team that can sell all of it, it starts with the A.I.M. Assessment. We read your numbers first, then make the case in your numbers, not a generic pitch.
