The MRaaS Partner Playbook: How AV Integrators Are Adding Recurring Revenue Without Adding Headcount

The AV integration industry has a revenue problem.

Project revenue — design, install, commission, done — is volatile. You finish one job and need to find the next. Your best engineers are tied up on site. Your margins compress every year as competition increases and customers expect more for less.

The answer isn't better project management. It's changing the model.

The shift that's already happening

The most sophisticated AV integrators have figured out that every room they install is a managed service opportunity. They're not just selling cameras and codecs anymore. They're selling ongoing reliability — and charging for it monthly, for the life of the contract.

This is Meeting Room as a Service (MRaaS). And the integrators who are doing it well aren't doing it by hiring more engineers. They're doing it by adding the right platform to their stack.

Why MRaaS now?

Three things converged in the last two years:

1. Meeting room reliability became a board-level issue. Post-pandemic, video collaboration became the default mode of work. When rooms fail now, it's not just inconvenient — it's a business risk. Enterprises are willing to pay for reliability they can measure.

2. The fleet complexity became unmanageable manually. A typical enterprise now runs Teams, Webex, and Zoom in the same building. Hardware from three different vendors. Manual checking became untenable. The demand for automated monitoring grew faster than the supply of engineers to do manual checks.

3. The economics of MRaaS became compelling. With the right platform, an AV integrator can manage 200 rooms per engineer that previously required twice that headcount. The margin per room improves. The revenue compounds.

The deal registration lever

Here's the single most important thing I tell every partner who joins the Spacera program:

Register every deal before you close. Every single one.

The difference between a registered and unregistered deal is significant — and it compounds over a 3-year contract. On a 100-room Mission Control deployment, deal registration meaningfully changes the revenue line. Annually, it's a material difference. Over 3 years, it's a substantial one.

One click in the partner portal. Five minutes. Significant cumulative margin difference.

The number of deals I've seen come through unregistered, costing the partner that margin, is genuinely painful. Make deal registration a standard step in your sales process. Put it before the proposal stage. Before the price quote. Before anything.

How to add MRaaS without adding headcount

The most common objection I hear from AV integrators is: "We don't have the resources to run a managed service."

That misunderstands the model.

Emily — Spacera's Automated L1/L2 Tech — handles the routine resolution work that would otherwise require dispatching an engineer. Remote reboots, config resets, credential refresh. 73% of meeting room failures resolved automatically. Your engineers own the 27% that genuinely need them.

You're not adding support headcount. You're adding a platform that absorbs the L1/L2 workload and pays you recurring margin per room per month to do it.

The maths work better the more rooms you bring on. 25 rooms pays for the platform relationship and provides solid margin. 50 rooms is a meaningful revenue line. 100 rooms is an annuity.

The pitch to your customers

The conversation with your customer is simple:

"We're now including proactive monitoring and automated remediation in our managed service offering. Spacera's platform tests every room at 6 AM, resolves issues automatically, and creates ITSM tickets when something needs a human. You get 99.1% uptime. You stop finding out rooms are broken when a CEO walks in. It's $35 per room per month."

That's a conversation about outcomes, not features. The customer doesn't need to understand Emily or Apollo or automated morning testing. They need to understand that their rooms will be ready when they need them.

Most IT Directors will say yes immediately. Because the alternative is the status quo — and the status quo is watching their CEO have a bad meeting and wondering why they haven't fixed this yet.

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