TIG, that distributes Crestron in Europe, is expanding its presence in our territories and facing the truly unique period we are experiencing. We talked about new strategies and new needs of corporate industry with Paolo Visintini, UC Sales Director Europe Crestron, and with Paolo Bravin, who climbed “on board” last April as Crestron Business Development Manager at TIG in Italy.
Exclusively for Connessioni readers, you’ll find a nice “Double Interview” on TIG work and objectives of short and long range, with a special attention to Unified Communication. TIG – Technological Innovations Group – founded to offer integrated solutions and Smart Spaces, represents a range of brands that perfectly integrate with each other, where Crestron is the leader: Oblong, Black Nova, G Gude and many others. In fact in the words of Paolo Visintini, Covid-19 is not only negative for the world economy but also a possibility: “Companies – he told us – being faced with this emergency are realizing that many costs can be cut thanks to UC (travel, meetings, etc.), without compromising productivity. This phase, with the need to maintain social distance, must also be taken as an opportunity to rethink certain things at a technological and behavioral level. ”
Connessioni – From your perspective: is it true that, due to covid-19, UC it is in great development?
PV – Many companies are actually investing in UC technology, but more abroad than in Italy: it is now necessary to think about different company spaces. The so-called huddle rooms will disappear for a while, the large meeting rooms will be used in a completely different way, and the Smart Working stations are increasingly being financed by the companies themselves. We have customers who have already communicated to some employees with tasks that can be carried out remotely, that their return to the company will not be necessary until January 2022 if things do not improve. A UC solution has also recently been presented for the residential world: in short, it is possible to set up a Microsoft Teams or a Zoom room at home, very useful for a manager who has to work from home. I hope that Smart Working will also consolidate in Italy: today it is no longer necessary to have entire buildings with many employees for work to be profitable.
C – We welcome Paolo Bravin: what is your role in TIG? What are your plans for the immediate future?
PB – I will carry out an activity aimed at the end user on the one hand, and on the partner Crestron on the other, to explain that the technologies we offer can build solutions that transform positively business life, and not only. At this moment the UC is the main need, but in a year it could be different: therefore I try to explain to the customer that our solutions are not rigid and definitive, but open, to meet not only the current needs determined by the actual situation, but also future developments.
C – Can we talk about a synergy between your assignments?
PB – My activities are in Italy, three-month program in three months, and focused on AV, which is still generally poorly understood.
PV – If objectives are common with Paolo, I work different areas depending on who the user is: companies, universities, individuals … In addition, my activities are more about coordination and business development throughout the European territory .
C – Is the close relationship with the customer also at the basis of your distribution model?
PV – Basically yes: we have local presence offices and support to local partners, for this reason we do not work with distributors.
PB – Crestron offers solutions that go beyond the single product, while the distribution chain works well when it comes to the so-called box moving. The solutions, on the other hand, are more complex, therefore we need System Integrators which evolve to distributors of solutions, but it is not an easy role.
C – What is your first and most important “challenge”?
PB – Traditional AV is being transformed into a more IT based solution, functional over the long term: Unified Communication, but also Video-over-IP. These are technologies that are a bit difficult for a ‘classic’ System Integrator, so we also try to do a lot of consulting. Our long-standing personal experiences in the sector will help us.