CEDIA Roundtable: The Future of the Specialty CE and Integration Markets
The term I've coined is being the "digital home doctor," meaning you have to be able to service, diagnose and treat all of the digital things in the home. And it will get way more intense. There's a term everyone should get familiar with: the Internet of Things. The next wave of product that comes out will be a whole bunch of sensors that will be IP-enabled. In a home, ultimately, there could be dozens to hundreds of IP-enabled sensors, and we're going to have to be able to manage those, which goes along with the migration toward IPv6, the next Internet Protocol generation. It's all IP these days; everything is going to be IP, from toasters and light switches, to refrigerators, to dog collars. It's here. You'll have to know it inside and out, and you'll have to be not just an expert but a guru.
Dealerscope: Has ROI become a more important factor to your clients in their purchase decisions, and how are CEDIA members addressing that?
Green: ROI is a sedative for the homeowner. It helps them justify huge investments in electronics and architecture, but in the large homes we typically work in, ROI is mostly irrelevant. Don't get me wrong; we always need to deliver good value for money. But spending $500,000 on a dedicated home theater that burns enough electricity to power a small community is not an ROI discussion. It's pure emotion, it's visceral, and it's real. The famous industrial and product designer, Yves Behar, once said: "When you make an emotional connection with your customer, you win their loyalty." Apple totally gets this, and so does Ferrari. People will gladly pay more for a product that gives emotional satisfaction, regardless of ROI.