Ever found yourself in this situation as an IT reseller? A client asks about AV – meeting rooms, collaborative spaces, digital signage – and you know there’s a real opportunity sitting in front of you. The budget is there and the need is clear. But your team doesn’t deliver AV and building that capability from scratch isn’t something you’re ready to take on right now.
So, what do you do?
You could cobble together a solution and hope it goes smoothly. Or you could pass and suggest your client finds another company to do the work for them. Neither is a great option. Passing means losing revenue and potentially nudging your client toward a competitor. Cobbling together tends to create delivery headaches that can mean your reputation takes the hit.
The much better option would be to work with a dedicated AV delivery partner who can slot smoothly into your projects and deliver industry-leading AV solutions for you.
Why AV is worth adding to your offer
Demand for well-designed meeting and collaboration spaces is still growing. Hybrid working has made the quality of AV infrastructure a genuinely business-critical issue for most organisations. Clients who trust you with their IT estate are increasingly looking to that same trusted partner to help them make sense of their collaboration technology too. It’s a natural extension of what you already do.
AV project delivery has its own rhythms, its own technical requirements, its own site management considerations. It’s not complicated once you know it, but it’s different enough from pure IT that stepping in without experience can create problems. Missed specifications, poor installation quality, systems that work technically but that users find confusing – these are all issues that damage client relationships.
Which is exactly why more channel partners are choosing to work with an outsourced AV team rather than trying to build internal capability from the ground up.
What a good AV delivery partner actually does
The right AV installation partner will do so much more than just show up and fit screens. They can take ownership of the delivery process from start to finish so you don’t have to.
That means understanding the brief properly, designing solutions that fit the space and the way the client works, installing the technology, and making sure end users will actually get value from it once it’s live. User adoption and post-installation support matter as much as the quality of the install itself. A system that nobody uses properly won’t deliver ROI, regardless of how well it was fitted.
A good AV partner will also understand that they’re working as an extension of your business. Your client relationship stays yours. The AV delivery partner works in the background, representing your values and your standards, protecting your reputation rather than building their own at your expense.
Flexibility matters here too. Some partners need full-service support from design through to ongoing maintenance. Others just need reliable installation and commissioning on specific projects. The best AV delivery partnerships are built around what you actually need, as opposed to a rigid one-size-fits-all approach.
What to look for when choosing an AV partner
Not every AV company is set up to work in a channel partner model. Some are geared toward direct client relationships and won’t naturally operate in a supporting role. Others might not have the project management discipline to integrate cleanly with your processes.
When you’re evaluating a potential AV project delivery partner, it’s worth thinking about a few things.
- Do they have a track record of working with partners rather than just direct clients?
- Can they demonstrate that they understand how to protect a partner relationship rather than trying to step around it?
- Are they accredited – industry credentials like AVIXA membership and relevant safety certifications signal that they take professional standards seriously.
- Do they have the capacity to scale with you, rather than being stretched thin as soon as project volumes increase?
Perhaps most importantly: do they communicate well? AV projects involve site visits, third parties, lead times for equipment, and coordination with your client’s own teams. Clear, proactive communication from your AV delivery partner is what keeps things running smoothly and keeps you informed without you having to chase for updates.
The practical reality of getting started
Adding AV to your offer through an outsourced AV team won’t require a major internal restructure. It starts with finding the right partner, having an honest conversation about how you work and what you need, and then testing the model on a live project.
The first delivery is always the one where you learn the most. You’ll discover how the partner communicates, how they handle unexpected site challenges, how they represent your business in front of your client. Get that right and you’ve got a model you can repeat and scale.
The revenue opportunity in AV is real, and your clients would often rather work with someone they already trust than go and find a specialist independently. Having the right AV delivery partner behind you means you’re set up and ready to capture the opportunities as soon as they come your way.
Working with Byond
Byond Group works with a range of companies (including IT resellers, office fit out, and construction companies) as a dedicated AV delivery partner. We handle design, installation, commissioning, and ongoing support. We work as an extension of your team, protecting your client relationships, and making sure every project lands on time and to budget, delivering exactly what the client needs.
If you’re thinking about adding AV to your offer, we’d love to have a conversation about how that could work. Pop an email to ro********@********up.uk to get some time in the diary.