AVEX AV-FLEX: scaling an AV-As-A-Service solution

Interview with Stefan Bekker, CFO at AVEX

Who is AVEX?

AVEX is a specialist in AV solutions for the professional market with 35 years of experience. Our specialists build functional and fine audiovisual installations for conference rooms, lecture rooms, courtrooms and congress rooms. AVEX also provides control rooms, emergency rooms and large public buildings such as stadiums and sport centres with the right image and sound.

Why did you create your own AV-As-A-Service solution?

The world around us is constantly changing. Companies are consciously opting to no longer buy audiovisual solutions, but instead pay for their use. Therefore, we created AV-FLEX®. AVEX offers an innovative and highly flexible way to access a full AV package As-A-Service.

What is AV-Flex helping your end-users achieve?

AV-FLEX allows organisations to pay for their AV equipment and services over time. No upfront investment is needed, which helps with cash flow as cash is king. Refreshing equipment on a regular basis for a superior user experience is another advantage of AV-Flex. Finally, AV-Flex allows organisations to become more sustainable as assets and raw materials are properly recycled, which saves e-waste from landfills, or given a 2nd life.

''Over the past years, we signed many AV-Flex contracts on our own balance-sheet. However, to remain agile, we realised we needed to take another approach''.

How would you describe your AV-Flex (AV-As-A-Service) solution before working with Black Winch?

AV-Flex was launched more than 10 years ago to meet market needs. So we were pioneers. However, now the demand is massively increasing and we need to scale up our As-A-Service solution and this is why we contacted Black Winch.

What challenges were you facing and what motivated you to solve them?

Over the past years, we signed many AV-Flex contracts on our own balance-sheet. However, to remain agile, we realised we needed to take another approach. We are also conscious that As-A-Service is a different type of sale and we need to adapt our sales strategy accordingly.

''We hired Black Winch because we liked their hands-on approach and because of their proven As-A-Service expertise''.

Why did you hire Black Winch for? What convinced you to work with Black Winch?

We hired Black Winch to help us find a funding partner. Black Winch carried out a thorough analysis and recommended us a funding partner adapted to our needs, our technology and our customers. Then, they helped us create and negotiate AV-FLEX contracts with our new funder.

From a sales perspective, Black Winch is here to train our sales team and equip them with the best As-A-Service selling techniques. Black Winch team is also helping our marketing team fine tune our AV-Flex marketing materials to remain relevant.

We hired Black Winch because we liked their hands-on approach and because of their proven As-A-Service expertise.

''Black Winch is here to train our sales team and equip them with the best As-A-Service selling techniques''.

What was your experience throughout the project?

We have had a very positive experience with Black Winch. We see them as an extended part of our team. The communication is easy and the teams get along well.

How have you benefited from using Black Winch’s services? Do you have concrete or measurable results to share ?‍

Overall, we are scaling our As-A-Service solution thanks to Black Winch. Our sales team feels more confident selling AV-Flex. Our messaging around As-A-Service is also more on-point and we benefit from their fresh insights around the top As-A-Service trends.

''Overall, we are scaling our As-A-Service solution thanks to Black Winch''.

What would you say to other businesses considering Black Winch for building or scaling their own As-A-Service solution?

If you have an existing As-A-Service solution but need to scale it with experts who walk the talk, then Black Winch is for you the perfect partner.

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