Successful next-generation integrators will embrace opportunity and capitalize on the industry’s shift by focusing on five key areas.
To understand where our industry is headed, it helps to remember where we started.
Historically, systems integrators were technical experts: firms that installed and connected devices. In many ways, their value was rooted in hands-on knowledge and specialization in specific technologies (AV, physical security, low-voltage wiring, nurse call systems, etc.). Clients typically engaged these domain experts to install and maintain disparate systems across localized footprints.
But the landscape as we know it has shifted. Today’s clients operate across geographies and are governed by IT departments. This change has fueled:
- Supplier and integrator consolidation
- The convergence of IP-based systems
- A rising expectation for interoperability
At the same time, rapid technological advancement, growing cybersecurity requirements, and the rise of AI are pulling the evolution of integration firms at a plastering pace.
Change may be uncomfortable, but it’s inevitable. As with any disrupted industry, there are two mindsets you can adopt: one of threat, or one of opportunity. Successful next-generation integrators will embrace opportunity and capitalize on the shift by focusing on five key areas.
1. Taking a Posture of Readiness
Success isn’t about perfectly forecasting the next big thing but about building the capability to respond rapidly when it arrives. This means creating flexible systems, developing scalable teams, and fostering a culture that can adapt quickly. The next-generation integrator is built for resilience and thrives on change.
2. Curator Over Systems Expert
The next-generation integrator must shift from being a narrowly focused technical expert to a curator of business-aligned solutions. Clients are looking for integrated outcomes, not point solutions. This requires:
- A deep understanding of business goals
- The ability to orchestrate across vendors and technologies
- The judgment to recommend scalable, cross-disciplinary solutions
Success depends on evolving into a master systems integrator: one that’s fluent in many technologies and focused on how those technologies work together.
3. Service-Led, Not Product-Led
Today’s IT-centric buyers are focused on lifecycle value. They’re buying outcomes and services. Clients expect managed services, proactive lifecycle support, and advisory capabilities that prevent obsolescence and ensure performance. Technologies once seen as “set and forget” are now mission-critical, and uptime is paramount. This shift opens the door to recurring revenue through managed services across formerly static technology categories.
4. Mindset Shift: Partnership Over Independence
The days of doing it all yourself may be over. Clients expect bundled, multi-technology solutions across regions. That may mean partnering with other firms for geographic coverage or complementary capabilities. Knowing when to partner, build internally, or acquire is more important than ever. Strategic collaboration will be essential to meet the pace of change and client demand.
5. Navigating Licensing and Regulatory Shifts
Licensing requirements in security, life safety, low voltage, and electrical systems have grown significantly. These evolving regulations protect clients and raise the bar for providers. Compliance can be a competitive differentiator. Firms that get this right will be better positioned to lead in a complex, regulated environment.
Mike Castiglione is the president and COO at Automated Systems Design (ASD).
