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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

“Acquisitions are definitely part of our strategic plans going forward,” Moceri divulges. “We have had tremendous success growing organically for the past 11 years. During that time, we did make two small acquisitions… Each of these acquisitions has grown ten-fold in terms of revenues, profitability and headcount.

“We expect to continue growing 15 percent plus per year, organically. We do believe we can increase that growth rate by making key strategic acquisitions. These acquisitions will focus on adding geographic coverage as well adding complementary businesses to our service and solutions portfolio. We are having success in moving our business toward the Fourth Quadrant and believe there are acquisitions that will nicely complement this transition,” Moceri summarizes.

The company’s North American footprint with a local presence — 27 Convergint Technology Centers across the United States and Canada — allows it to serve customers ranging from large, sophisticated strategic accounts with extensive facilities across North America to key customers who have multiple facilities across a city/campus or local customers with a single facility.

Convergint Technologies is extremely bullish on the 2013 market outlook. “We believe there is pent-up demand from customers to extend the investment in their existing systems and technology to meet their ongoing business challenges. Business excellence is a driver for all of our customers,” Lernihan explains.

And with its Quadrant Four vision in place, it is a driver for Convergint, too.

Behind the Numbers: 1,070

Convergint Technologies currently employs 1,050 full-time and 20 part-time employees, or “colleagues.” It has increased its number of colleagues each year since it started 11 years ago, ending its first year with just 41 colleagues.

And they think Convergint is an excellent place to work! The company biannually surveys its colleagues to assess their views of Convergint culture, their contribution, and potential with the organization. With a 76 percent response rate, colleagues continually rate the company a 5, on a 1 to 6 scale (with 6 being the highest rating). On the most recent survey, 97.3 percent of colleagues indicated they believe Convergint is an excellent company to work for.

Behind the Numbers: $2,059,000

Convergint Technologies’annual training budget for 2011 was $2,059,000 and is on track to exceed that in 2012. The company’s annual training budget has increased 72 percent over a three-year period from $1.2 million in 2009, to $1.7 million in 2010, to over $2 million in 2011. Convergint pays for all job-related training and its tuition reimbursement program helps cover the cost of college coursework.

“As part of managing our rapid growth, we continue to dedicate resources to help our colleagues reach their full potential. During each colleague’s annual review, we review their current certifications and determine a training curriculum for the upcoming year,” explains Leslie Evans, Convergint’s vice president - Human Resources.

“In 2011 we promoted over 10 percent of our management, operations, administration and sales workforce.” These promotions helped provide the qualified supervisor and project manager personnel that were needed for Convergint’s project and service work.

When responding to Convergint Technologies’ 2012 Colleague Survey statement, I have access to and am properly trained to do my job, 92.5 percent of Convergint colleagues agreed with the statement. Additionally, 90.4 percent of Convergint’s colleagues agreed, Long-term career opportunities at Convergint are excellent.

“We have less than 2 percent turnover of ‘valued’ colleagues,” Evans says. “This high tenure rate provides a consistent face to the customer and allows us to focus our recruiting efforts on acquiring new colleagues versus replacing exiting colleagues.”

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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.