Integration & Network SolutionsExclusivesSystems Integrator of the Year

Convergint Technologies' Proven Model for Growth: Enterprise Integration

Enabling its vision of Quadrant Four enterprise-level integration has brought SDM Systems Integrator of the Year, Convergint Technologies, positive results and a proven path for growth during transition.

Convergint Technologies' leaders proudly pose and are reflected in a Chicago landmark, Cloud Gate in Millennium Park. Clockwise, from top center: Barry Yatzor, vice president - Fire; Tony Varco, vice president - Security; Walter Winkel, vice president and CFO; Leslie Evans, vice president - Human Resources; Dan Moceri, CEO and co-founder; and Greg Lernihan, president and co-founder. Convergint's Schaumburg, Ill., headquarters are nearby. PHOTO BY ALAN KLEHR FOR SDM

Convergint Technologies was co-founded by Dan Moceri and Greg Lernihan in May 2001. Its mission was, and still is, to build a North American service-based company that designs, installs, and maintains integrated building systems with a dedicated focus in electronic security, fire alarm and life safety, healthcare technologies, and building automation.

Convergint Technologies designs, installs and services electronic security solutions for single sites, as well as complex multi-building/multi-site customers. These solutions include card access, intelligent networked video, biometrics, perimeter protection, and seamless integration to enterprise systems. Convergint provides engineered fire alarm systems including smoke detection, emergency communications, and complex smoke management sequences. The integrator also provides and services building automation solutions to monitor and control environmental systems.

Headquarters: Schaumburg, Ill.

2012 revenue: $272 million (estimated)

Employees: 1,050 full-time; 20 part-time

Locations: Convergint Technologies operates 27 branch offices, or what the company calls Convergint Technology Centers (CTCs) in North America that actively share information, technology, resources and customers. The integrator considers itself a single entity, called “Convergint Nation.”

Ranked on SDM’s Top Systems Integrators Report: No. 7, based on $237.2 million North American systems integration revenue.

Convergint values and beliefs — In describing its culture, Convergint Technologies says that it was founded on a set of core values and beliefs that express its responsibility to its customers, its colleagues and its communities. "Our daily commitment to these values is one of the key reasons why our customers choose to do business with Convergint Technologies," says Convergint's Dan Moceri.

Before Convergint Technologies ever had received its first order or hired its first colleague, its leadership began writing the principles that would eventually become the company’s Values and Beliefs.

“We built our company from scratch and had the benefit of establishing a unique and empowered culture from the onset. Our 10 Values and Beliefs drive our positive culture and are what truly makes us different. Value & Belief No. 6 We expect to be our customers’ best service provider, no matter what business we are in — is the foundation for our unique culture of service that permeates the organization. From the beginning, Convergint believed that customer service would be our biggest differentiator,” says Convergint’s Before Convergint Technologies ever had received its first order or hired its first colleague, its leadership began writing the principles that would eventually become the company’s Values and Beliefs.

“We built our company from scratch and had the benefit of establishing a unique and empowered culture from the onset. Our 10 Values and Beliefs drive our positive culture and are what truly makes us different. Value & Belief No. 6 We expect to be our customers’ best service provider, no matter what business we are in — is the foundation for our unique culture of service that permeates the organization. From the beginning, Convergint believed that customer service would be our biggest differentiator,” says Convergint’s Greg Lernihan.

Four quadrant security system knowledge — In Quadrant Four, where Convergint Technologies serves the market, the highest level of enterprise integration is where IT, applications and product knowledge are combined to develop solutions that help customers drive business excellence. ILLUSTRATION COURTESY OF CONVERGINT TECHNOLOGIES

Four quadrant security system knowledge #2 — In Quadrant Four, where Convergint Technologies serves the market, the highest level of enterprise integration is where IT, applications and product knowledge are combined to develop solutions that help customers drive business excellence. ILLUSTRATION COURTESY OF CONVERGINT TECHNOLOGIES

Convergint's Brian Nuss configures network gear in one of the Professional Services test labs for use in testing a custom solution prior to delivery to the customer. PHOTO COURTESY OF CONVERGINT TECHNOLOGIES

Convergint's management team, business leaders and sales professionals gathered in February for the annual sales conference. The tee-shirts the team is wearing have a logo that reads WGIBTU, short for "Who's Got It Better Than Us? Nobody." PHOTO COURTESY OF CONVERGINT TECHNOLOGIES

Convergint's Richard Bellamy leads a class, available to all colleagues, on access control principles. The class took place at Convergint's Dallas training center last month. PHOTO COURTESY OF CONVERGINT TECHNOLOGIES

The folks from Convergint installed water filters in Haiti. PHOTOS COURTESY OF CONVERGINT TECHNOLOGIES

Convergint colleagues, alongside Haitian construction workers, built a church/school in a village in Haiti. PHOTOS COURTESY OF CONVERGINT TECHNOLOGIES

Remember Convergint’s Values and Beliefs? “Everything we do tactically or strategically centers around these values and beliefs,” Moceri told SDM back in 2007, when the company was first named Systems Integrator of the Year. Although none is more important than another, “We expect to be our customers’ best service provider” is the cornerstone value and belief, driving the notion that service is in Convergint Technologies’ DNA.

In an annual survey of its customers to measure their level of satisfaction with the company, on a 1 to 6 scale (with 1 being very dissatisfied) Convergint’s overall rating year-to-date is 5.3, with 72 percent of respondents rating Convergint as their Best Service Provider.

In addition, Moceri explains that the company co-authors goals and specific measurements directly with the customers it serves. “These measurements, called key performance indicators, are designed to create specific and measurable goals for our Quadrant Four clients. We meet on a regular basis, during formal quarterly business reviews, to discuss results against pre-established goals and, most importantly, how we can continue to work together to improve upon our results,” he says.

“Our job is not finished simply by developing and implementing an on-time and on-budget solution; in fact, it has just begun. Convergint is there to assure that defined goals have been met by co-developing the metrics and reporting necessary to measure results. As a true business partner, we work with clients to continually improve and maximize their return on investment,” Moceri emphasizes.

Convergint grew its revenue 23 percent in 2010, 17 percent in 2011, and an estimated 15 percent in 2012, to $272 million. Petrochemical and data center were the two strong vertical markets this year, mainly due to complex integration needs, which continues to be strong, and the continued need for off-site data processing by larger strategic clients, Lernihan says.

Of total annual revenue, 27 percent is recurring revenue. Professional Services is driving recurring monthly revenue (RMR) through the accompanying service agreements and the RMR provided by the virtual security offering. “Additionally, we are evolving iCare functionality to include a predictive maintenance service offering focusing on network and equipment ‘health.’ Our goal is to advise the customer of a problem before they experience equipment failure or network problems,” Moceri notes.

In 2012, the company had 1,620 new project starts, a significant increase over 2011’s 1,360 project starts. Convergint added 135 colleagues in 2011 and 125 colleagues in 2012.

Overall, Convergint Technologies is in an excellent position to drive growth for many years to come, due to its insight on the transitioning of market needs and its development of the Quadrant Four vision. It is a privately held company currently owned by the leadership team and, more recently, a strategic financial partner, Denver-based KRG Capital, which provides Convergint with the ability to accelerate financial growth through acquisitions.

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Laura Stepanek is a SDM contributing writer. Laura was the Editor of SDM from 2001-2020 and first joined the publication in 1984. She holds a bachelor’s degree in English from Barat College of DePaul University.