{"id":70530,"date":"2026-08-13T13:47:29","date_gmt":"2026-08-13T20:47:29","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=70530"},"modified":"2026-08-13T13:47:31","modified_gmt":"2026-08-13T20:47:31","slug":"the-road-to-scaling-and-timetables-for-diversification-success","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/feature-articles\/2026\/08\/the-road-to-scaling-and-timetables-for-diversification-success\/","title":{"rendered":"The Road to Scaling and Timetables for Diversification Success"},"content":{"rendered":"\n
\"\"<\/figure><\/div>\n\n\n\n

In the introduction to this month\u2019s State of the Industry report on product diversification in the print edition of ENX Magazine<\/em>, we rattled off a sampling of the many questions dealer execs have when pondering a given offering. Among the many factors to weigh, one of the more important ones is \u201cwhat will success ultimately look like?\u201d How much can I realistically make?<\/p>\n\n\n\n

In a sense, it\u2019s about expectations setting. Putting a product in perspective from the start is helpful; it\u2019s important to know whether a fully matured offering potentially adds $10K or $1 million a month to your bottom line. Every car dealership wants to sell a new Chevy, but sometimes you\u2019re going to sell steering wheel covers.<\/p>\n\n\n\n

We weighed in with our astute dealer panel to discuss what fully realized success looks like with their particular diversification. And while it\u2019s an inexact science that brings into play many variables, we also wanted to know how long it would take to realize that success.<\/p>\n\n\n\n

\"\"
Gerard Iannuzzelli,
Green Office Partner<\/figcaption><\/figure><\/div>\n\n\n\n

The real barometer of success for conference room technology\u2014a critical addition for Green Office Partner (GOP) of Chicago\u2014equates it becoming a natural element within the dealer\u2019s workplace technology conversation. It shouldn\u2019t be relegated to separate-product status for conversations involving cameras, microphones or touch displays, notes Gerard Iannuzzelli, director of strategic services and solutions. The goal, he says, is for the GOP team to recognize collaboration challenges early and bring the offering into the conversation whenever subjects such as productivity, hybrid work, employee experience, office design or technology planning are broached.<\/p>\n\n\n\n

\u201cSuccess also means clients are using the technology confidently and consistently,\u201d he said. \u201cA successful deployment is not just a room that looks good on installation day. It is a room where meetings start on time, remote employees feel included, users understand the tools, and leadership sees the value in the investment.\u201d<\/p>\n\n\n\n

It\u2019s Iannuzzelli\u2019s hope that, at full maturity, conference room solutions can forge deeper relationships with clients, open doors to new decision-makers, and become a repeatable, scalable part of GOP\u2019s business. This includes hardware, software, installation, training, support and ongoing optimization.<\/p>\n\n\n\n

From a timing standpoint, he views it as an ongoing evolution. \u201cThe technology continues to change, and client expectations continue to grow,\u201d Iannuzzelli remarked. \u201cWe have already made strong progress, but full maturity will come as the offering becomes fully embedded into our sales process, service model, and client strategy.\u201d<\/p>\n\n\n\n

One-Stop Quest<\/strong><\/p>\n\n\n\n

\"\"
Scott Schnabel, EverWorx<\/figcaption><\/figure><\/div>\n\n\n\n

The introduction of security cameras and access systems is still fairly new for EverWorx; in fact, the Denver-based dealer is still in the honeymoon phase of the offering. President Scott Schnabel knows the path to success will entail ensuring his account reps are consistently touching on the subject with clients and prospects, and that they\u2019re fortified with support materials to pave the way for meaningful discussions.<\/p>\n\n\n\n

\u201cWe\u2019re trying to scale aggressively in everything that we do,\u201d he said. \u201cThis is another component that will allow us to expand more quickly. The next big step for us, and where we\u2019d like to be eventually, is to have the wiring and installation capability. We\u2019re still a bit away from that, but being able to handle everything from an in-house standpoint is important for reaching the next level.\u201d<\/p>\n\n\n\n

\"\"
Rogers Coxe,
Dove Technologies<\/figcaption><\/figure><\/div>\n\n\n\n

Barcode printers have been a welcome addition to the sales repertoire for Dove Technologies. As the Florence, South Carolina-based dealership continues to embolden its offering, top executive Rogers Coxe has set his sights on becoming a well-rounded provider. That means being fluent on the full catalog of manufacturers and distributors, to include printers, scanners, RFID solutions and the like. But trying to be all things to all client sets can be problematic.<\/p>\n\n\n\n

\u201cThe products and services can be very vertical-specific, and it can take quite a while to master if you\u2019re pursuing most verticals,\u201d he said. \u201cI feel that being broadly good at the basics with the deeper understanding of a few verticals is really key.\u201d<\/p>\n\n\n\n

Telltale Signs<\/strong><\/p>\n\n\n\n

\"\"
Mike Piche,
Automated Business Technologies<\/figcaption><\/figure><\/div>\n\n\n\n

For some dealers, such as Automated Business Technologies of Centennial, Colorado, success is not necessarily a reflection of a particular product or service. According to CEO Mike Piche, there isn\u2019t a sales barometer to signify the company\u2019s triumphs in, this case, security cameras and access control systems.<\/p>\n\n\n\n

\u201cWe\u2019ll be successful when we can become a trusted leader in our market, when we are receiving referrals, and when we can implement \u2018soup to nuts\u2019 with our in-house resources,\u201d he added.<\/p>\n\n\n\n

There are some product additions that simply don\u2019t have enough trailing results to make a judgment with any confidence, and that certainly applied to robotics. Pulse Technology is a real-time experiment in the office dealer realm. Company Vice President Vince Miceli is working on measuring sticks, but in his estimation, he sees success in robotics becoming a \u201crecognized and sustainable line of business that contributes meaningful revenue while strengthening client relationships across multiple departments.\u201d<\/p>\n\n\n\n

\"\"
Vince Miceli, Pulse Technology<\/figcaption><\/figure><\/div>\n\n\n\n

Realistically, Miceli feels full maturity is likely in the three-to-five year range. With the continued trend of labor shortages and automation becoming more mainstream, he sees robotics being more prevalent in commercial and industrial environments.<\/p>\n\n\n\n

\u201cLong-term, our goal is to be the trusted regional resource for organizations evaluating automation technologies, just as we are today for office technology and managed IT services,\u201d Miceli remarked.<\/p>\n","protected":false},"excerpt":{"rendered":"

In the introduction to this month\u2019s State of the Industry report on product diversification in the print edition of ENX Magazine, we rattled off a sampling of the many questions dealer execs have when pondering a given offering. Among the many factors to weigh, one of the more important ones is \u201cwhat will success ultimately look like?\u201d How much can I realistically make? In a sense, it\u2019s about expectations setting. Putting a product in perspective from the start is helpful; it\u2019s important to know whether a fully matured offering potentially adds $10K or $1 million a month to your bottom line. Every car dealership wants to sell a new Chevy, but sometimes you\u2019re going to sell steering wheel covers. We weighed in with our astute dealer panel to discuss what fully realized success looks like with their particular diversification. And while it\u2019s an inexact science that brings into play many variables, we also wanted to know how long it would take to realize that success. The real barometer of success for conference room technology\u2014a critical addition for Green Office Partner (GOP) of Chicago\u2014equates it becoming a natural element within the dealer\u2019s workplace technology conversation. It shouldn\u2019t be relegated to separate-product status for conversations involving cameras, microphones or touch displays, notes Gerard Iannuzzelli, director of strategic services and solutions. The goal, he says, is for the GOP team to recognize collaboration challenges early and bring the offering into the conversation whenever subjects such as productivity, hybrid work, employee experience, office design or technology planning are broached. \u201cSuccess also means clients are using the technology confidently and consistently,\u201d he said. \u201cA successful deployment is not just a room that looks good on installation day. It is a room where meetings start on time, remote employees feel included, users understand the tools, and leadership sees the value in the investment.\u201d It\u2019s Iannuzzelli\u2019s hope that, at full maturity, conference room solutions can forge deeper relationships with clients, open doors to new decision-makers, and become a repeatable, scalable part of GOP\u2019s business. This includes hardware, software, installation, training, support and ongoing optimization. From a timing standpoint, he views it as an ongoing evolution. \u201cThe technology continues to change, and client expectations continue to grow,\u201d Iannuzzelli remarked. \u201cWe have already made strong progress, but full maturity will come as the offering becomes fully embedded into our sales process, service model, and client strategy.\u201d One-Stop Quest The introduction of security cameras and access systems is still fairly new for EverWorx; in fact, the Denver-based dealer is still in the honeymoon phase of the offering. President Scott Schnabel knows the path to success will entail ensuring his account reps are consistently touching on the subject with clients and prospects, and that they\u2019re fortified with support materials to pave the way for meaningful discussions. \u201cWe\u2019re trying to scale aggressively in everything that we do,\u201d he said. \u201cThis is another component that will allow us to expand more quickly. The next big step for us, and where we\u2019d like to be eventually, is to have the wiring and installation capability. We\u2019re still a bit away from that, but being able to handle everything from an in-house standpoint is important for reaching the next level.\u201d Barcode printers have been a welcome addition to the sales repertoire for Dove Technologies. As the Florence, South Carolina-based dealership continues to embolden its offering, top executive Rogers Coxe has set his sights on becoming a well-rounded provider. That means being fluent on the full catalog of manufacturers and distributors, to include printers, scanners, RFID solutions and the like. But trying to be all things to all client sets can be problematic. \u201cThe products and services can be very vertical-specific, and it can take quite a while to master if you\u2019re pursuing most verticals,\u201d he said. \u201cI feel that being broadly good at the basics with the deeper understanding of a few verticals is really key.\u201d Telltale Signs For some dealers, such as Automated Business Technologies of Centennial, Colorado, success is not necessarily a reflection of a particular product or service. According to CEO Mike Piche, there isn\u2019t a sales barometer to signify the company\u2019s triumphs in, this case, security cameras and access control systems. \u201cWe\u2019ll be successful when we can become a trusted leader in our market, when we are receiving referrals, and when we can implement \u2018soup to nuts\u2019 with our in-house resources,\u201d he added. There are some product additions that simply don\u2019t have enough trailing results to make a judgment with any confidence, and that certainly applied to robotics. Pulse Technology is a real-time experiment in the office dealer realm. Company Vice President Vince Miceli is working on measuring sticks, but in his estimation, he sees success in robotics becoming a \u201crecognized and sustainable line of business that contributes meaningful revenue while strengthening client relationships across multiple departments.\u201d Realistically, Miceli feels full maturity is likely in the three-to-five year range. With the continued trend of labor shortages and automation becoming more mainstream, he sees robotics being more prevalent in commercial and industrial environments. \u201cLong-term, our goal is to be the trusted regional resource for organizations evaluating automation technologies, just as we are today for office technology and managed IT services,\u201d Miceli remarked.<\/p>\n","protected":false},"author":166,"featured_media":70531,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[1650,82,3971,87,1638],"tags":[4283,4645,4592,4403,3521],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/70530"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=70530"}],"version-history":[{"count":1,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/70530\/revisions"}],"predecessor-version":[{"id":70532,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/70530\/revisions\/70532"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/70531"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=70530"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=70530"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=70530"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}