Three shifts in the audio-video system integration industry: from equipment delivery to scenario operations

In recent years, competition in the audio-video system integration industry has centered on equipment specifications and project pricing. As enterprise conference rooms and educational digitalization projects enter the maintenance phase, industry focus is shifting significantly.

The first shift is from device delivery to user experience. Customers now prioritize whether employees and teachers are willing to use the system over meeting specific technical specs. Features that lower the usage barrier—such as plug-and-play screen sharing, one-click meeting start, and QR code access—are becoming key acceptance criteria.

The second shift is the rising value of operations data. In scenarios with multiple conference rooms and classrooms, customers want to monitor device online status, usage frequency, and failure distribution via a unified platform to optimize maintenance schedules and space allocation. Products with centralized management capabilities are more likely to secure long-term partnerships.

The third shift is the increased weight of supply chain and service capabilities. When selecting product suppliers, integrators prioritize lead times, spare parts support, technical training, and project registration mechanisms alongside price. A stable partnership offers greater value than a one-time low bid.

For device vendors, this means bundling products, platforms, and services into complete solutions and establishing long-term support mechanisms for integrators—not just supplying hardware.