Author Profile
Henry Clifford

Henry Clifford

Henry Clifford is president of Livewire (, an integration firm in Richmond, VA.

  • Do Your Clients Get Your Mobile Number?

    March 13, 2017

    We can all identify with the pain of having a client text us after hours. Most of us don't have the sophistication to quickly handle a client's issues via text. A lot of our frustration has less to do with getting the text after hours and more to do with our lack of scalable support. That needs to change quickly.

  • Marketing New Product Categories to Existing Clients

    February 27, 2017

    We recently added several lines of business and are focusing our efforts on marketing them to existing clients. It’s much easier to farm an existing customer base versus adding new clients.

  • 3 Strategies for Adapting to the Eroding Middle Market

    February 13, 2017

    My builder cheerfully informed me that he’d been referring our competitor into the jobs where he felt his clients wanted “just the basics.” He said, “So much of this stuff is wireless now, there’s really no need for you guys on more basic jobs.” 

  • Offering Remote Support Plans to Everyone

    January 30, 2017

    We’ve begun offering all new clients proactive and reactive support plans. Why is it so important to offer both options to all customers? Look at the insurance industry. A healthy insurance company needs a good mix of clients who make no claims, some claims, and heavy claims. By selectively offering remote support in the past we’ve ended up only signing up our heaviest users and can...

  • Learning from Employees When They Quit

    January 10, 2017

    Losing a key employee is never fun and made worse when they leave things undone and don’t cross the finish line. We decided to learn from a recent dust-up and wanted to share our experiences in the hopes we might save another business a few headaches.

  • Forget Annual Planning. Switch to the 12-Week Year

    December 12, 2016

    Have you ever begun a new year with lofty goals and ambitions only to fail at achieving any of them? Just like New Year’s resolutions, annual business goals look great on paper, but rarely go according to plan. We changed that this year and you can too.

  • Dear Builders, Why Don’t You Return Our Calls?

    November 28, 2016

    Dear Local Builder: it’s us, your local home technology professionals, we’ve been growing this year, and 2017 looks poised for even more expansion (thanks in large part to projects we have cranking with your competitors). We’ve been doing some thinking about why you won’t talk to us. A few thoughts came to mind.

  • Feeling Helpless Sucks. Considering RMR

    November 14, 2016

    My wife and I spent a long weekend in Nashville last month. We had a blast! Great town, great food, great people, and best of all… great music! The only friction I experienced the whole weekend resulted from not being able to find SNL on the TV. I hadn’t experienced the feeling of being helpless with technology in a VERY long time and it made me lose my cool ve...

  • Stop Wasting Your Time On Unqualified Buyers

    October 31, 2016

    We recently hired a new sales manager. This guy is a rock star and introduced a new sales qualification process into our organization called “BARTS.” In short, it’s an easy way to quickly figure out if a conversation with a prospect is worth taking further than an initial tire-kicking session.

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Photo GalleriesMore Galleries >
BP900 Family

The full BP900 speaker family

Full Shot

BP9060 Bipolar Tower Speaker

At the Base

A close up of the base of Definitive Technology’s BP9060 and its height-channel module

Logo Glamor

The iconic Definitive Technology logo.

From Above

Looking down at the Definitive Technology BP9060 Bipolar Tower Speaker

At Home

An example of the BP9060 speaker towers at home.


The CS9080 component center channel speaker

CS9080 2

The back panel of the CS9080

CS9080 3

A width up shot of the CS9080


The A90 component height modules

A90 Integrated

The A90 height module integrated with the BP9060 tower speaker