In Episode 2 of Surroundscapes Season 7, host Graeme Harrison is joined by Jason Knott, Data Solutions Architect and Evangelist at D-Tools, for a conversation on how data is influencing the direction of the AV industry, and the decisions integrators make every day.
Drawing on decades of experience working with integrators and manufacturers, Jason explains how real-world project data offers a clearer picture of what is actually happening in the market. By analyzing information pulled directly from proposals, labor estimates, and completed projects, D-Tools is able to identify trends that go beyond anecdotal feedback or surveys.
One key takeaway from the discussion is that integrators are doing a better job of protecting labor value than many assume. Data shows that labor margins are largely being maintained, even in competitive commercial environments, while practices like lowball bidding followed by excessive change orders are becoming less common. The result is a healthier, more transparent approach to project pricing.
The episode also explores how system design is evolving. From the gradual shift away from centralized control systems to the growth of app-based workflows and recurring service models, Jason outlines how integrators are adapting to changing customer expectations while creating more sustainable businesses. Emerging tools like AI-driven proposal creation and data analysis are highlighted as areas that could significantly improve efficiency and insight across the channel.
Throughout the conversation, the message is clear: integrators who learn to interpret and act on data will be better positioned to navigate market changes and plan for long-term success.
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