Ask Like an MSI: Live Discovery Questions You Build and Practice in One Hour
Free Webinar — Ask Like an MSI: Live Discovery Questions You Build and Practice in One Hour
In one live hour, your team will build and practice the discovery questions that turn an integrator into a Master Systems Integrator.
September 10th, 11:00 AM CST • One live hour • Video on, voice in the room • No recording
The MSI Shift Starts With Better Questions, Not Better Boxes
NSCA has been clear about where this industry is heading. The integrators who win the next decade will not be the ones who install the most boxes. They will be the ones who own outcomes across AV, security, life safety, building controls, and IT. That is the Master Systems Integrator model, and the new MSI Playbook gives NSCA members the what and the how of making that move.
The Playbook makes one thing impossible to ignore. The very first capability of a Master Systems Integrator is not engineering or project management. It is asking strong discovery questions. That is the gap this session closes, and you will close it by doing, not watching.
Most integration sales conversations still revolve around device counts, room lists, and product specs. You cannot sell an integrated outcome with a product pitch. The MSI does not start in engineering. It starts with the questions your salespeople ask in the first meeting.
A Bigger Share of the Budget
Move past device counts and product specs to own the integrated outcome across the building, and the larger technology budget that comes with it.
Stickier Customer Relationships
When you design around how the customer measures success, you become the one handshake they keep coming back to.
Recurring Revenue Tied to Results
Outcome conversations open the door to managed services and recurring revenue, not one-time installs.
Your Two Guides for the Hour
Mike Abernathy
Director of Business Resources, NSCA
A leading voice on the Master Systems Integrator model, Mike opens the session with the MSI opportunity and a look inside the new MSI Playbook.
View LinkedIn profile →
Jon Ray
Chief Revenue Officer & Associate Partner, Integration Channel, revenueify
With 15+ years helping integrators grow recurring revenue, Jon introduces the F.I.N.D. Interview System® and why discovery is the first MSI capability.
View LinkedIn profile →How the Hour Runs
This is a working session built around the F.I.N.D. Interview System®, the discovery engine inside Customer Focused Selling®. F.I.N.D. moves the conversation away from “what do you need installed” toward “what outcome are you trying to own across your building.” It uncovers how people use the space, where risk shows up, how operations run today, and how the customer will measure success. Those are the exact inputs NSCA says a Master Systems Integrator must design around.
You will not leave with notes about discovery. You will leave with discovery questions you built, rehearsed, and improved in real time.
A Working Session, Not a Webinar You Catch Later
This is a live, interactive working session. There is no recording. No note-taking bots are permitted. You join with your video on and your voice in the room. What you build here, you build with the group, and you take it straight into your next customer meeting.
The MSI shift is already underway. The integrators who learn to ask better questions first will be the ones owning the outcome, and the budget that comes with it. Bring your team. Bring your hardest accounts. Come ready to work.
Bring Your Team. Come Ready to Work.
One live hour to build and practice the discovery questions that turn your team into a Master Systems Integrator. Seats are limited because this session is hands-on.
Register for the Live SessionSeptember 10th, 11:00 AM CST • Live via Microsoft Teams
MSI Boot Camp: The F.I.N.D. Questions That Drive Master Systems Integration
Ready to go all in? The boot camp works hands-on with your salespeople and gives full access to the F.I.N.D. process built specifically for MSI selling. For $100 you get the MSI Playbook, three working sessions, and access to the revenueify AI Coaching tool for MSI sales.
Explore the MSI Boot Camp →