The Realcomm Solution Provider Community: Leaders In the CRE Tech / PropTech / Real Estate Innovation Discussion
For anyone in the Commercial, Corporate and Institutional Real Estate market, it isn't news that our industry has seen a massive influx of technology solution providers since 2009. Phase 4, as we call it, began directly after the economic meltdown of 2008 and was fueled by the excessive amount of capital that was looking for a home as a result of historically low interest rates.
A consensus, of those following the Real Estate Technology, PropTech and CRE Tech industry, place the number of companies selling some form of technology solution to the built environment industry at around 3,000. This number is significantly higher than any other time in history. The debate taking place right now is whether this truly is the "new normal," something we have heard before, or if a correction is coming.
With all this talk of new companies in the industry, we wanted to take a moment to better understand the solution provider community that has historically engaged, and continues to engage, with Realcomm and all its associated activities.
It is important to note that our vendor community includes companies that are over 30 years old, those started five to seven years ago, as well as companies started within the last six months. After taking a good look at these companies, we found some consistent qualities that might help the industry better understand who they are, what they do and why they may prove to be viable for inclusion in a real estate company's technology, automation and innovation strategy.
They Strive to Understand the Industry
Our industry, even though it always involves buildings, is comprised of a multitude of different business models. Commercial, Corporate, Office, Retail, Medical, Education – all reflect different business objectives and and need to be fully understood by those selling technology solutions.
Listening vs. Talking
So many inexperienced, and sometimes even experienced solution providers, are so excited about their solutions they forget to ask the prospect what problem they are trying to solve. Those companies that listen more than they speak will speed up the evaluation process.
Partnership vs. Sales
One thing we have consistently promoted within our community is the idea of partnership versus sales. With people busy and so much at stake, both vendors and clients need to embrace the concept of a legitimate partnership where they are working together to solve problems.
Ironman vs. 5K
One of the common mistakes made by new companies is timing. Many believe a great idea will transform the industry overnight. Budgets, forecasts and strategies need to be calibrated for the long term. Our industry requires the knowledge and trust that comes with time.
Understanding the Big Picture
It is one thing to develop a specific "automation sequence" and quite another to integrate that solution into an enterprise strategy. Communications with other systems, one version of the truth and cybersecurity are just a few of the strategic considerations that CRE tech solutions need to understand and consider.
With many companies, there seems to be a disconnect when it comes to engaging the marketplace. For new companies, they need to be everywhere, in every conversation, writing articles, constantly interacting with the industry. Limited engagement with building owners and operators is not an option.
I would personally like to recognize and thank the extraordinary Realcomm | IBcon | CoRE Tech | Webinar | CIO Forum | Advisory | Marketplace | EDGE Magazine community. You have invested in us over the last 20 years and have allowed us to be part of your journey. We have acted - and will continue - as an effective bridge, accelerating the authentic conversations needed with the building owners and operators before any technology solution can move forward.
We believe in our solution provider community and hope that the next 20 years are as productive as the last 20. Thank you again to all those companies, large and small, young and old, local and international, that have trusted us in the curation of this Real Estate Technology conversation. Your vision, innovation, discipline, hard work, tenacity and promise of the solutions you bring to the marketplace are critical to our industry as we continue to navigate in this Age of Acceleration.
This Week’s Sponsor
Yardi® develops and supports industry-leading investment and property management software for all types and sizes of real estate companies. Established in 1984, Yardi is based in Santa Barbara, Calif., and serves clients worldwide. For more information on how Yardi is Energized for Tomorrow, visit www.yardi.com.
UPCOMING REALCOMM WEBINARS
Top GLOBAL INNOVATIONS of 2019 Impacting Commercial and Corporate Real Estate - 12/12/2019
2019 will likely be another year of great innovations for the Commercial and Corporate Real Estate industry. With a multitude of new companies and ideas being funded by an insatiable appetite of investors, the traditional workflows and processes of Real Estate are challenged daily. Add to this a desire by the established marketplace to also innovate and the pressure of change increases. This webinar will bring together some of the industry’s most prolific prognosticators who will discuss and debate the state of innovation in our industry for 2019. For those firms that are leaning into the change brought about by technology this is a perfect opportunity to hear about the leading solutions, case studies and best practices.
Founder of Realcomm Conference Group, an education organization that produces Realcomm, IBcon and CoRE Tech, the world's leading conferences on technology, automated business solutions, intelligent buildings and energy efficiency for the commercial and corporate real estate industry. As CEO, Jim interacts with some of the largest companies globally pertaining to some of the most advanced and progressive next generation real estate projects under development.
Jeff Chulick is the Technology and Innovation Leader for EY Real Estate Services. He leads a global team of professionals focused on the identification, innovation, design and realization of technology solutions that greatly enhance the workplace experience. His areas of focus include digital strategy, smart workplace, IoT, visual communications, workplace management, physical access and audio/visual technology. Jeff has over 20 years of enabling workplace strategies and delivering innovative solutions for EY and external clients across many different industries.
John Dulin is a 30-year global telecom and enterprise executive and has held senior positions in product management, marketing and sales in the areas of fiber optics, wireless and new technology development. Currently with Corning, John is focused on introducing its fiber optic and wireless innovations to the commercial real estate market.
Craig Stevenson is President of AUROS Group, a technology company based in Pittsburgh, PA. He is widely known for his role in establishing Pittsburgh as a leader in "Evidence-based Performance" for the built environment. Evidence-based Performance uses technology to bridge the gap between "hoping" a building is performing as designed to "knowing" a building is meeting its performance goals. He is credentialed in virtually all known building performance standards. As a result, Craig focuses solely on owner's performance requirements for their building(s).
Marc is a pioneer in leading the Intelligent/Smart Buildings and M2M movements pushing the industry forward and has contributed to transforming and changing the Intelligent Buildings and M2M (now IoT) industries. As Chief Marketing and Communications Officer for Lynxspring Marc leads corporate and product marketing, strategy, brand management, public relations and communications that support the company’s strategic and growth initiatives.
As Chief Innovation Officer, Jeff Clark leads the development and delivery of new offerings at RF Connect, properly positioning the company and our clients for the critical trends of technology convergence that define our era in telecommunications. Since joining RF Connect in 2016, he has introduced our software-defined wide area mesh network that provides industry-leading monitoring and LTE transport connectivity for RF Connect’s clients nationwide. Jeff also champions RF Connect’s bold entry into the private LTE segment.