Who Really Makes the Tech Decisions?

More evidence points to increasing awareness among consumers and corporate decision-makers vs. just integrators.

Jason Knott · April 2, 2012

For years, data has supported that integrators are the key decision-makers when it comes to deciding what technologies go into a home or business.

CE Pro’s own data showed that nearly 7 out of 10 times, the residential integrator is final authority, with architects, builders, interior designers and consumers dividing up the rest of the pie.

But on the commercial side, the data is different, even with a strong integration community served by CE Pro’s sister publication Commercial Integrator. In multiple vertical niches - from corporate to hospitality to education - the influence of the end-user accounts for more than half of the decision-making. It is much more prevalent for corporate end-users to use specifiers to help determine a spec that is bid against by multiple providers. That trend is even surfacing on the residential side in the form of design consultants.

Now, even more evidence. EH Publishing, the publishers of CE Pro, a few months ago launched a series of six websites for commercial end-user decision-makers. Under the label of TechDecisions, these websites are gaining more traction and audience to address the business needs of professional end-users and facility managers in Corporate, Healthcare, Education (K-12 and Higher-Ed), Hospitality and Worship markets.

If you are engaged in presenting proposals to any of these markets, it might be a good idea to look them over before sending in your bid to gauge their hot buttons.

  About the Author

Jason has covered low-voltage electronics as an editor since 1990. He joined EH Publishing in 2000, and before that served as publisher and editor of Security Sales, a leading magazine for the security industry. He served as chairman of the Security Industry Association’s Education Committee from 2000-2004 and sat on the board of that association from 1998-2002. He is also a former board member of the Alarm Industry Research and Educational Foundation. He is currently a member of the CEDIA Education Action Team for Electronic Systems Business. Jason graduated from the University of Southern California. Have a suggestion or a topic you want to read more about? Email Jason at [email protected]

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