What Every Integrator Needs to Know: NSCA Webinars and Roundtables

Register for NSCA webinars and roundtables to learn more about industry-specific business issues, research and trends, practical tips, tools, strategies, techniques, and resources on a variety of professional development topics.

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Upcoming NSCA Webinars and Roundtables:

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Ask Like an MSI: Live Discovery Questions You Build and Practice in One Hour

Tuesday, June 23 | 11:00AM Central

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.

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.

• 1. Mike Abernathy opens with the MSI opportunity for NSCA members and a look inside the new MSI Playbook.
• 2. Jon Ray introduces the F.I.N.D. Interview System and why discovery is the first MSI capability.
• 3. The group builds real Fact and Important Business Objective questions together, the two question types that qualify and shape every MSI opportunity.
• 4. You put those questions to work in the revenueify AI Coaching tool, practice them live, and get instant feedback on what to sharpen.

You will not leave with notes about discovery. You will leave with discovery questions you built, rehearsed, and improved in real time.

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AI at Machine Speed: When Innovation Outpaces Cybersecurity, Governance, and Control

Tuesday, July 21 | 11:00AM Central

AI is no longer evolving in controlled cycles—it is accelerating at machine speed, reshaping how organizations innovate, build systems, and manage risk. While AI enables unprecedented productivity gains and automation across integration firms, cybersecurity frameworks, governance models, and operational controls are struggling to keep up.

In this discussion, NSCA AI & Cybersecurity Committee will explore the growing tension between rapid AI adoption and the need for security, structure, and accountability. As employees increasingly experiment with “shadow AI,” build custom agents, and deploy ungoverned tools, organizations are being forced to rethink how they balance innovation with risk.

This session will provide practical insight into how integrators can safely embrace AI while avoiding exposure, fragmentation, and unintended consequences—without slowing down competitive momentum.

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Sponsored by

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By registering for NSCA webinars, roundtables and events, you are agreeing to allow NSCA to share your registration information with the event sponsor(s), who may elect to communicate or market its products or services directly to you. The email communications can be unsubscribed from at any time by contacting memberservices@nsca.org.