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For custom integrators, software is clearly “in the eye of the beholder.” Every integrator - large or small - has a different need when it comes to his software desires. Some guys only need accounting, others cherish proposal writing, while others need full project management.

Some integrators think custom-written programs are the way to go. Others are devout to off-the-shelf products developed for all types of contractors. Lastly, there is a growing recognition in the industry that software written for custom integrators can be extremely valuable for sales and operations.

The only (somewhat) universal agreement about software is that it is necessary. Gone are the days where your accounting system amounted to receipts in a giant shoebox. And handwritten proposals really don’t cut the mustard with today’s clients.

That’s why CE Pro undertook its first-ever overview of the various software on the market. We polled readers to find out what they are using and what they value in software, and gathered information on seven key software vendors in the market.

Higher Closing Ratios; Faster Turnaround
One of the most interesting findings from the study is how much more productive dealers say they are after using proposal-writing software. According to the survey, seven out of 10 dealers believe that software helps them improve their closing ratio. Indeed, one in five dealers say professional proposal-writing software has a dramatic impact on their closings … helping them close more than 50 percent more jobs. Of those, 9 percent say it has doubled their closing ratio.

Speed is another key indicator. One dealer said he gets more jobs because he turns his proposals around in less than 48 hours. Period. In the past, it would take him an average of one to two weeks. More than eight out of every 10 dealers say software allows them to complete their proposals on a more timely basis.

Small Dealers More Skeptical
Smaller custom integration companies with less than five employees are not as bullish on software usage as their larger peers. Perhaps it’s because they use less software in general, but half of small companies believe that software makes little to no impact on how fast they can develop a proposal. That’s compared to nearly 64 percent of medium-sized companies and 57 percent of larger companies, who say that software allows them to complete proposals faster.

The ratios are similar in regards to closing percentage. Over half of smaller guys say software has little to no effect on their ability to close jobs. Only one-third of large companies have the same opinion.

What Dealers Say About Their Software
Randy Wilson of Wilson Home Theater Systems in Tarzana, Calif., says the ability of software to help keep him organized is most important. “The [Horizon] software has everything I need and rely on to make my job as a proposal writer and bookkeeping infinitely easier,” he says.