Shows
ClearTalkUnlocking Financial Success: The KPIs and Leadership Strategies Every Integrator Needs (50th Episode Special)In this milestone 50th episode of ClearTalk, we dive into the financial skills that integrators need to succeed and plan for future growth. Featuring Sam Neuenschwander, Director of Delivery at Parallel Technologies, Inc., and Mark Fenner, CEO and founder of Rise Performance Group, we explore how effective financial tracking, KPI development, and leadership strategies can elevate performance across organizations. Sam shares how Parallel Technologies integrates financial goals with daily operations, while Mark highlights the leadership mindset needed to drive team accountability and a culture of success. Don’t miss this insightful conversation about creating financial clarity, setting realistic goals, an...2025-07-0828 min
ClearTalkTransforming Fire Safety: The Power of the Inspect Point & Q360 PartnershipIn this special episode of ClearTalk, Brad Dempsey, CEO of Solutions360, is joined by Padraic Doyle, CEO & co-founder of Inspect Point, to dive into the groundbreaking integration between Inspect Point and Q360. Launched last week, this partnership is set to transform the fire and life safety inspection process by combining Q360’s ERP system with Inspect Point’s robust inspection platform.Padraic discusses the vision behind the integration, the challenges faced by the fire protection industry, and how this collaboration streamlines operations, enhances compliance, and improves customer satisfaction. Additionally, they touch on the future of AI in the...2025-04-3017 min
ClearTalkMastering Post-Implementation: Navigating Success and Adaptation with Q360In this episode of ClearTalk, Tim Archambault and Mark Demler discuss the critical post-implementation phase for ERP systems, specifically focusing on customer success with Q360 by Solutions360. The conversation highlights the importance of a well-prepared go-live, with Mark emphasizing the necessity of a rigorous checklist that ensures all preparations, from database cleanup to staff training, are completed thoroughly.Mark shares that the structured approach provided by Solutions360, including detailed checklists and ongoing support from business analysts, was integral in smoothing the transition and minimizing surprises. They also delve into the day-to-day management post-go-live, where the real-time adjustments...2025-03-2037 min
ClearTalkNavigating ERP Implementation: A Roadmap to SuccessIn this episode of ClearTalk, Tim Archambault discusses the post-sales ERP system implementation with Mark Demler from Electronic Innovations. Mark outlines the importance of thorough preparation and strategic data management. He highlights the necessity of involving Subject Matter Experts (SMEs) early to ensure smooth adoption and stresses the significant role of proper training environments to facilitate effective learning. Mark praises Solutions360 for their flexibility in handling customizations and their proactive support, which greatly enhanced the implementation process. The conversation encapsulates the challenges and successes of deploying a major ERP system, reflecting on the strong partnership and ongoing s...2025-02-1139 min
ClearTalkScaling Success: Navigating ERP Implementation for Business GrowthIn this episode of ClearTalk, Tim Archambault and guest Mark Demler dive into the critical role of ERP systems in scaling businesses effectively. Mark shares his journey of helping a company implement an ERP system that aligns with its growth and generational transition goals. They discuss the initial challenges of multiple disjointed systems and the strategic move to a more integrated ERP solution to streamline operations and support expansion.Key insights include the importance of having a clear vision for the company's future and how this vision should guide the selection of technological tools. Mark emphasizes the...2025-01-1535 min
ClearTalkScaling Beyond the 20 Million Dollar Ceiling Strategic Leadership in Business ExpansionIn this episode of ClearTalk, Brad Malone and Joel Harris delve into the crucial stages of business growth, discussing the challenges and transitions that businesses face as they scale from $6 million to higher revenue thresholds. They focus on the shift away from operational firefighting towards strategic growth, exploring how business owners can add value and feel essential without being entangled in day-to-day problems.They emphasize the importance of clearly defined roles and responsibilities, advocating for written agreements to ensure team accountability. This discussion highlights the necessity for owners to delegate effectively and set clear expectations to facilitate...2024-12-1710 min
ClearTalkCapital Discipline - Fueling Sustainable Business GrowthIn this episode of ClearTalk, Joel Harris and Brad Malone dive into the challenges businesses face as they scale, specifically focusing on the critical issue of capital as a barrier to growth. They discuss the distinction between real and perceived barriers to accessing capital, emphasizing that growth is often constrained not just by the availability of funds but by how effectively these funds are utilized.Joel argues that many businesses hinder their growth by not reinvesting profits back into the company, which is crucial for scaling operations, particularly in staffing and management structures. He points out that...2024-11-1406 min
ClearTalkBreaking Barriers: Strategies for Sustainable Business GrowthIn this episode of ClearTalk, Brad Malone, Chief Operations Officer, and Joel Harris, President of Solutions360, discusses common growth barriers that companies face, such as stagnation at certain revenue milestones. The conversation highlights how company founders often hinder scalability by holding onto key roles, limiting their company's ability to grow beyond typical revenue thresholds like $10 million or $20 million.The discussion emphasizes the need for strategic delegation and building a unified management team that tackles business challenges collectively rather than in silos. An important takeaway is the litmus test for business sustainability: if a company can't operate effectively...2024-11-0507 min
ClearTalkPart 2: Remote Work and Time BillingContinuing from their discussion on time billing, Bradford Dempsey and Joel Harris address remote work in the second part of this series. They explore how the pandemic accelerated the shift to remote work, a transition that many companies, including Solutions360, had to navigate swiftly. The conversation focuses on how remote work necessitates a robust framework for planning and forecasting to maintain productivity and profitability without the traditional oversight of in-office work. They discuss the importance of precise time billing in remote settings to ensure accurate project costing, profitability analysis, and labor management. This episode emphasizes that effective remote work...2024-10-0208 min
Fire Protection PodcastEnterprise Resource Planning: Brad Dempsey on Purpose-Built Systems in Fire & Life SafetySolutions360: https://solutions360.com/Follow Brad Dempsey: https://www.linkedin.com/in/braddempsey/Connect with Drew on LinkedIn: https://www.linkedin.com/in/drew-slocum-65aa4233/Inspect Point is a cloud-based solution that supports fire and life safety professionals in their mission to make the world more secure. The web-based backend and a powerful mobile application enable companies to run their entire business from inspection to collection with one platform. Featuring a library of built-in NFPA & UL-C templates, Inspect Point is the most comprehensive fire protection platform on the market today. As technology advances...2024-09-1844 min
ClearTalkPart 1: Time Billing in Business OperationsIn this first part of a two-part series on "Clear Talk," host Bradford Dempsey and guest Joel Harris dive into the contentious issue of time billing within business operations. They discuss common misconceptions and emphasize that time billing is not about mistrust but about gathering essential data for informed decision-making. Joel Harris shares his initial resistance to time tracking in his early career and how he later understood its importance for managing corporate resources and making strategic decisions. The discussion highlights that time billing enables companies to optimize resource allocation and make informed decisions that can benefit employees, rather...2024-09-0408 min
ClearTalkMastering the Ebbs & Flows of the Integration IndustryIn this episode of the ClearTalk Podcast, Brad Malone and Andrew Ashbury explore the critical dynamics of labor management in the integration industry. They discuss the importance of proactive planning—knowing when to "throttle up" or "throttle down" before it becomes a necessity. Brad emphasizes the need for mature systems that allow for transparent communication between sales and operations, ensuring alignment and readiness for shifts in labor demand.Andrew highlights common pitfalls, such as inadequate data systems and a siloed approach that prevent effective decision-making. Together, they underscore the strategic importance of integrating ERP systems and other to...2024-07-2511 min
ClearTalkMastering Disaster Recovery and Business ContinuityIn this episode of ClearTalk, Roman Burchart, VP of Operations at Solutions360, hosts John Lyall, Customer Success Manager, to delve into the critical topics of disaster recovery and business continuity. They explore how companies often overlook these areas until an emergency strikes, emphasizing the importance of being prepared for any disruptive event that could affect business operations.Roman and John discuss the differences between disaster recovery, which traditionally focuses on restoring IT functions like data recovery from hardware failures, and the broader scope of business continuity, which aims to maintain operational integrity no matter the external pressures...2024-06-0708 min
ClearTalkFortifying Cybersecurity - Strategies and Challenges in the AI EraIn this episode of the ClearTalk Podcast, Mack Graham engages with Tofiq Indawala, Director of Consulting for Solutions360, in a deep dive into cybersecurity, a critical issue for modern businesses. They discuss the common cyber threats like phishing, ransomware, and IoT vulnerabilities, particularly focusing on the challenges faced by integrators who are increasingly adding internet-connected devices to their networks.Tofiq underscores the importance of employee education on recognizing and handling potential cyber threats as a crucial line of defense. He details the concept of "security by design" within the development and implementation of ERP solutions, emphasizing the...2024-04-1614 min
ClearTalkAI Unveiled - Navigating the Future of Business IntelligenceIn this episode of ClearTalk, Brad Dempsey welcomes Roman Burchart, VP of Operations at Solutions, to demystify the buzz around Artificial Intelligence (AI). They start by breaking down AI's capabilities, from enhancing reasoning and creativity with generative models like ChatGPT to the practical applications in business processes. The conversation transitions into the fascinating realm of Artificial General Intelligence (AGI) and its implications for the future.Highlighting Solutions' latest foray into AI with their new business intelligence features, they discuss leveraging Microsoft Azure and OpenAI to create customizable chatbots. This integration aims to streamline operations and secure data...2024-02-2213 min
ClearTalkFrom Fragmentation to Integration - Revolutionizing Operations with ERPIn this insightful episode of ClearTalk, John Graham is joined by Tim Archambault, a senior sales executive at Solutions360, to explore the pervasive challenges that systems integration companies face today. They dive into the critical issue of data fragmentation across multiple systems, which hampers companies' ability to make informed decisions and streamline their operations. Tim discusses the common reliance on inefficient data management practices, such as the use of spreadsheets, and presents three solutions: maintaining the status quo, leveraging business intelligence tools, or implementing a comprehensive ERP system. Solutions360's approach to unifying business processes under one s...2024-01-3009 min
ClearTalkCultivating Success: Navigating the Journey of Q360 AdoptionIn this engaging episode of ClearTalk, join hosts John Lyall and Andrew Ashbury as they delve into the exciting world of Q360 adoption, a transformative initiative aimed at enhancing customer engagement and maximizing business system efficiency. Through a detailed discussion, Andrew likens the process to a comprehensive, unbiased evaluation, akin to a multi-point car inspection, providing objective insights into system usage. The episode highlights the collaborative nature of this engagement, showing how it fosters a deeper understanding between clients and the business, and turns raw data into actionable strategies. Listeners will gain insights into how periodic assessments can lead...2023-12-1412 min
ClearTalkSales Pipeline Management vs ForecastingDive into the nuanced world of sales on the latest ClearTalk podcast episode, where we demystify the differences between opportunity management and sales forecasting. With expert Chris Peterson, Founder and CEO of Vector Firm, we challenge the idea that sales is either an art or a science and explore how the best sales teams blend structured processes with strategic agility. Uncover the essentials of an accurate forecast report, the dynamics of sales probability, and the execution of best practices for consistent sales success. For businesses seeking to refine their sales approach and navigate the complexities of implementation. Tune in...2023-11-0823 min
AVNation SpecialsAVNation Special: Better Business PracticesRunning a business in the AV industry is more than just turning profits. It is providing a service for a niche, and finding the ways to enhance and optimize how your jobs are done is the best way to grow and thrive. We sit down with Solutions360 CEO Brad Dempsey and Vice President of Professional Services Brad Malone to discuss growing your business in the AV industry, the hurdles of working in AV, getting to "Done-Done" and much more.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19...2023-11-0220 min
ClearTalkDecoding WIP: The Lifeblood of Project-Based BusinessesOn this episode of ClearTalk...Join host Jen Jackson as she dives into the essentials of Project WIP with expert Brad Dempsey. In this episode, they'll discuss:Defining WIP: Uncover what WIP (Work in Progress) reports are and why they are seen as the lifeblood of Project-Based Companies.Importance for Systems Integration Companies: Understand why the WIP schedule is vital for assessing company performance and future projections.Spotting Red Flags: Bradford offers insights on indicators of potential issues when evaluating WIP and how to navigate through them.Forecasting Cash...2023-09-1913 min
ClearTalkCracking the Supply Chain Code: Avidex's VP Reveals Key Insights - Part 2Join us for an insightful episode of ClearTalk as we dive into the world of supply chain management - a hot topic in the integration industry for years.We are honored to have Michael Stammire, VP of Procurement for Avidex, join us to share his best practices in responding to the ever-changing supply chain challenges.Stammire opens up about how the pandemic impacted Avidex, from project delays to freight and logistics issues. He discusses the shift in buying habits and the adoption of more mature procurement practices to overcome these challenges.Don't miss...2023-08-1614 min
ClearTalkCracking the Supply Chain Code: Avidex's VP Reveals Key Insights - Part 1Join us for an insightful episode of ClearTalk as we dive into the world of supply chain management - a hot topic in the integration industry for years.We are honored to have Michael Stammire, VP of Procurement for Avidex, join us to share his best practices in responding to the ever-changing supply chain challenges.Stammire opens up about how the pandemic impacted Avidex, from project delays to freight and logistics issues. He discusses the shift in buying habits and the adoption of more mature procurement practices to overcome these challenges.In this...2023-07-1911 min
ClearTalkWhy Is It So Contentious to Provide Transparent Information to Employees?Prepare for a captivating episode of ClearTalk as Brad Malone, Solutions360's Vice President of Professional Services, joins forces with our CEO, Bradford Dempsey, to explore the intriguing realm of information transparency.Sharing information can ignite fiery debates among business owners, especially when it involves financial data disclosed to employees. However, Solutions360 has a game-changing solution: Q360. This powerful data repository empowers your team to make informed decisions, fueling their success.But here's the catch: education is the key. Dempsey stresses the importance of providing context and understanding alongside the shared information. Without it, misinformation...2023-06-0706 min
ClearTalkWhat Do You Really Mean by Profitability?Get ready to dive deep into the world of profitability with the latest episode of ClearTalk! Our CEO, Brad Dempsey, sits down with Brad Malone, VP of Professional Services, to uncover the truth behind measuring profitability.While profitability is a metric that grabs everyone's attention, are you measuring it correctly? As integrators are in the business of selling labor, it's essential to understand the importance of burden rates when it comes to measuring profitability. As Malone points out, many people escalate their gross profit without burdening their labor correctly, causing excess overhead and impacting their net profit.2023-04-2606 min
ClearTalkThe BIG "WHY"On this episode of ClearTalk, Brad Malone, VP of Professional Services at Solutions360, joins CEO, Brad Dempsey, to discuss the BIG "WHY".Q360 is a business management tool, which is much more than just another ERP system.“We have really shifted the paradigm, from 'Go-Live' being the milestone and just focusing on the software, to focusing on fulfilling the integrator’s objectives... the platform is just one aspect of the project,” says Malone.With every implementation, we start with what we call the "BIG WHY”. Why did you buy the tool? What are your b...2023-03-2105 min
ClearTalkWhat Is Closed-Loop Estimating?On this episode of ClearTalk, Brad Malone, VP of Professional Services at Solutions360, joins CEO, Brad Dempsey, to discuss closed-loop estimating.In simple terms, closed-loop estimating is the feedback loop from lessons learned from each project so they can be incorporated in future estimates, setting them up to be more accurate and profitable.There are always similarities along with uniqueness across all projects, and there are lessons to be learned from both aspects. “When we have similarities, we can fine tune our estimates, and when we have uniqueness or risk, we can figure out how mu...2023-02-1505 min
ClearTalk4 More Reasons Why You Should Have a Budget for Your Integration Business - Part 2On this episode of ClearTalk, our President, Joel Harris, is once again joined by Eric Morris, CFO at Wayne Automatic for PART 2 of this discussion on why budgeting is important for the success of your integration business. The pair also covers many best practices for using your budget as a tool throughout the year, as opposed to creating a budget and putting it on the shelf.It may be a bit cliché, but they say that when you set goals, they need to be SMART, and it’s the same thing with your budget. Your...2023-01-1817 min
ClearTalk4 Reasons Why You Should Have a Budget for Your Integration Business - Part 1On this episode of ClearTalk, our President, Joel Harris, is joined by Eric Morris, CFO at Wayne Automatic to discuss why budgeting is important for the success of your integration business.“You wouldn't go bowling if they covered the pins and you couldn't see how many pins went down. It’s the same thing in this great game of business - you need to know the score.” Eric MorrisMany integration companies are privately held family-owned business, and many of these businesses, in Solutions360’s experience, think budgeting is just for corporate businesses, or somet...2022-12-1417 min
ClearTalkKeeping Employees and Customers Engaged RemotelyOn this episode of Cleartalk, Tim Archambault is joined by long time friend, Kevin Colores. 2022-11-0816 min
ClearTalkPositioning Your Integration Business for Recurring Revenue SuccessOn this episode of ClearTalk, John Graham is joined by Tyler Ebnet from Revenueify, a fellow NSCA Membership Advisory Council member.At last month’s Pivot to Profit, a big topic of conversation was the frustration around the slow uptake of managed services programs. It is clear that integrators have the desire and the will to make the transformation to a recurring revenue model, but they are running into roadblocks.The pair discuss many practical and tactical ways to increase revenue. Without a doubt, specialized sales training is necessary because selling recurring revenue is completely di...2022-10-1115 min
ClearTalkBest Practices to Inflation Proof Your Integration BusinessToday, inflation is top of mind for all integrators, with expectations that it will last into 2023 and maybe longer. We are thrilled to have Matt Barnette, CEO at PSA Security, join Joel Harris on this important episode of ClearTalk, to share some best practices that will help inflation proof your integration business. Protecting yourself as an integrator is more important than ever. Integrators are facing the most competitive market for talent we've seen in years, and with the cost of living rising so fast, it’s placing incred...2022-09-0914 min
ClearTalk3 Strategies to Increase Business ProfitabilityOn this episode of ClearTalk, Joel Harris, is joined by Tim Archambault to discuss three strategies to increase profits in your integration business.Increasing profits is a top consideration for all integrators. Prior to joining Solutions360, Tim has worked in a variety of capacities in the integration industry, from data analyst to operations management to sales management. We are thrilled to have him on the podcast to share his expertise and proven methods to help integrators increase profitability.1. Buy more effectivelyIt is more important than every to get the best deal...2022-08-1108 min
ClearTalkWhat's All That Noise?Why are we busy and what are we doing with our time? “It’s not enough to be busy, so are the ants. The question is, what are we busy about?” Henry David ThoreauWhile it might be funny to think of yourself as an ant, take a look at your daily routine and consider if you’re using your time productively, or merely keeping busy for the sake of being busy. On this episode of ClearTalk, Brad Malone is joined by Jennifer Jackson, Manager of Professional Services at Solutions360 to share some time manag...2022-05-1707 min
ClearTalkPassing the Baton from Project to ServiceWhat does a typical handoff from project to service look like in your integration business?Is your hand-off more of a drop-off?Don’t ring the doorbell and run – set your service team up for success!On this episode of ClearTalk, Brad Malone and Tofiq Indawala discuss how mature integrators see the purpose of any project is to create a long-term service customer that will generate monthly recurring revenue. A growing number of integrators have adopted the RMR mindset, but the industry still needs to do a lot of work to under...2022-04-1209 min
ClearTalkThe Power of Pre-Sales Engineering in Q360How do you manage pre-sales engineering in your integration business?Pre-sales engineering is a very important and expensive resource that technology integration companies need to use.But it’s a double-edged sword.On the one hand, an integrator is better served when the sales team brings pre-sales engineers into the conversation with the customers. They write a better scope of work, and they do the design upfront.On the other hand, the more project engineering you do before a contract is sold, the more amount of money you risk lo...2022-03-1507 min
ClearTalkFactors That Drive Maximum Valuation of Your Integration BusinessIf you are planning on selling your integration business in the future, what are the things you can do today, to drive the maximum valuation? M&A activity in the integration industry has been rampant over the last few years. Solutions360 sees both a size and scale play driving these acquisitions, coupled with an industry that has owners wanting to sell. As a result, we do not expect integrator M&As to slow down any time soon.In a previous episode, we defined the internal and external factors that impact the valuation of your company. T...2022-02-1509 min
ClearTalkThe Importance of a Continuous Learning CultureOn today's episode - Brad Malone invites first time guest, Patrick Britton from Navigate Management Consulting to discuss the importance of a continuous learning culture, continuous process improvement and the model of Kaizen. Tune in to learn more!2022-01-1810 min
ClearTalkWhat Is the Value of Your Integration Business?On this episode of ClearTalk - Brad Dempsey and Joel Harris discuss acquisitions in the integration industry - What to expect, valuations and how to navigate the process.2021-12-0708 min
ClearTalkAre You Collecting Deposits for Your Integration Projects?On this episode of ClearTalk - Brad Dempsey and Joel Harris discuss collecting deposits for your integration projects. The pair chat about best practices, industry habits and the benefits of collecting cash up front.2021-11-1509 min
ClearTalkWhat's the Difference between Labor Capacity and Utilization?On this episode of ClearTalk, Brad Dempsey has the pleasure of introducing the new President of Solutions360 and long time ClearTalk guest - Joel Harris. The pair discuss the fundamental difference between labor capacity and utilization.2021-10-2610 min
ClearTalkProject Management Problems - Deja Vu All Over AgainOn this episode of ClearTalk, our very own Tofiq Indawala is joined by Brad Malone from Navigate Management Consulting to talk about Project Management problems.2021-10-1212 min
ClearTalkIgnoring Conflict Doesn't Make It Go AwayOn this episode of ClearTalk, our CEO, Brad Dempsey, is joined by Brad Malone from Navigate Management Consulting to talk about conflict in a project driven organization.2021-09-1709 min
ClearTalkERP Implementation - The Transition from Go-Live to AdoptionOn this episode of the ClearTalk podcast; The tables turn as Brad Dempsey becomes the interviewee - Brad Malone asks Solutions360's CEO about the implementation and go-live process for Q360. 2021-08-0905 min
ClearTalkWhy is WIP Management Important?This week on ClearTalk, Tofiq Indawala is joined by Brad Malone to discuss the importance of WIP Management.2021-07-1209 minClearTalkMeasuring Customer ProfitabilityOn this episode of ClearTalk, our CEO, Brad Dempsey, is joined by Brad Malone and Joel Harris from Navigate Management Consulting to talk about customer profitability.Are your best customers sometimes your worst customers?All too often, integrators think about their best customers in terms of size, or revenue, or sales.Yet sometimes they are actually your worst customers, because of what they take out of the company, or what they deliver to the company in terms of profitability.How do we measure customer profitability?2021-06-0806 minClearTalkThe Importance of Vocabulary ConsistencyOn this episode on the ClearTalk Podcast - We are joined by Brad Malone and Joel Harris of Navigate Consulting; The trio discuss the importance of vocabulary and how it pays off to be consistent. Tune in and learn how to best manage communication errors within your organization. 2021-05-0307 minClearTalkIntroduction to Q360On this episode on the ClearTalk Podcast - We are joined by John Graham, the Executive Vice President of Solutions360 who takes us through an overview of Q360 and what makes it the Industry's best ERP system.2021-04-0515 minClearTalkBest Practices for Cash Flow ManagementOn this week's Podcast: John and Brad discuss best practices for Cash Flow Management. 2021-03-0809 minClearTalkWhat is Backlog Burn Rate?On this week's episode of ClearTalk, Brad and Tofiq discuss backlog burn rate and what it means to business owners.2021-02-2205 minClearTalkAre You Living Your Values and Ethics?This week on ClearTalk - Brad Dempsey & Brad Malone take a break from their traditional interview style conversations and speak generally about ethics, value, and culture in the workplace.2021-02-0811 minClearTalkWhat Happens When the Estimate Doesn't Match Reality?On this week's podcast, Brad Dempsey and Brad Malone of Navigate Management Consulting discuss how not to get confused between the metric and the measure.2021-01-2508 min
ClearTalkRuthless Consistency with Michael CanicWelcome to the inaugural episode of ClearTalk, the new Solutions360 Podcast. On this episode of ClearTalk, our CEO, Brad Dempsey, is joined by Michael Canic, to discuss the launch of his new book, Ruthless Consistency: How Committed Leaders Execute Strategy, Implement Change, and Build Organizations That Win.2021-01-0612 min