Commercial Audio Sales Playbook | M-Tech Sales Playbooks

/ The pitch in brief

One network cable per speaker. That is the whole install.

Traditional commercial audio means an amplifier rack, speaker cable, mains and a specialist to change anything. With Bluesound PoE speakers, the speaker takes power and audio from the network cable we already install, and plays music itself. Zones are changed in an app, not by recabling. The client gets sound where they want it and a ceiling with no extra wiring.

Lead with the cabling. A network cable to every speaker is simpler, tidier and cheaper to change than speaker cable, an amplifier and a mains point. It also uses skills we already have.

Why we win. We run the network the speakers live on. We supply, install, licence guidance and manage it afterwards. An AV company can install speakers. It cannot look after the switches behind them.

What never to say. Never promise PoE will match a 100V system for loud, large or paging heavy spaces. Never tell a client a streaming account covers a business. Never promise evacuation or voice alarm duties from a music system.

Speakers per zone, from supplierInstall day rate £950Music service and licence client pays, we guideManaged service per site, monthly

/ How it works

A PoE switch, a speaker that is its own player, and a music service

Power over Ethernet sends power down the same cable that carries data. A Bluesound PoE speaker has the amplifier and the BluOS music player built in, so there is no separate rack. It joins the network, picks up a music service and plays. Every speaker is controlled from one app, in groups the client can change.

The cableOne network cable from the switch to each speaker, up to 100 metres.
The switchA PoE switch with enough power budget for every speaker.
The speakerAmplifier and BluOS player built in. No rack.
The musicA licensed business music service, or the client's own library.
The controlGroups, volume and schedules from an app, with limits for staff.

What the user seesStaff pick a playlist or zone on a phone or tablet. Customers just hear music in the right places.

What the client managesPlaylists, volumes and which rooms play what, within limits we set.

What we manageThe network, switches, speaker firmware and remote support, through our service desk in HaloPSA.

/ Client problems

Start with what the client says

Each card shows what is going on, what to lead with, and where the honest answer stops.

Licensing

We play Spotify in the shop and someone said that is not allowed.

What is going on: Consumer streaming accounts are for personal use. Playing music to the public in a UK business also needs the right licences.
Lead with: A proper business music service, with the licence position explained and the music managed from one place.
Where it stops: We guide. The client holds the licences. Check current TheMusicLicence terms and the chosen service terms before advising.

Wiring

We do not want mains sockets and wiring all over the ceiling.

What is going on: Active speakers need power. Passive speakers need an amplifier and speaker cable back to a rack.
Lead with: One network cable per speaker carries power and audio. It is the same cabling we already install.
Where it stops: Cable runs are limited to 100 metres, and the switch must have enough PoE power for every speaker.

Zones and levels

The music is too loud at the bar and silent in the corner.

What is going on: One amplifier feeding many speakers means one volume. Fixing it means recabling.
Lead with: Each speaker is its own player. Volume and zones change in the app in seconds.
Where it stops: Good layout still matters. Survey the room and place speakers for even coverage before quoting.

Announcements

We need announcements as well as music.

What is going on: Some sites need staff calls, bells or live paging to many zones at once.
Lead with: Ask how much paging, from where and how loud. Light use can be handled. Heavy use points to Extron.
Where it stops: A music system is not a voice alarm. Evacuation messages need a separate, compliant system.

Many sites

Every site plays something different and nobody controls it.

What is going on: Local staff choose their own music. Brand, volume and licensing all vary.
Lead with: One standard speaker and one way of managing it across all sites, with central playlists and local limits.
Where it stops: Each site needs a network that is ready. Check switch ports and PoE budget at every location.

Existing 100V

We already have 100V speakers in the ceiling. Can we keep them?

What is going on: The cabling and speakers are installed and may be sound. Replacing them costs money and mess.
Lead with: Test what is there. If it is sound, add a modern source or an Extron Dante amplifier and keep the speakers.
Where it stops: Old speakers and cabling may be poor or undocumented. Survey before promising to reuse them.

/ Who to sell to

Start where we already look after the network

First Hospitality, retail and workspace Music is part of the product. Zones matter, staff change them often and we usually run the network.

Bars, restaurants and hotels
Shops and small chains
Coworking and gyms

Second Offices and multi-site groups Reception, breakout areas and meeting floors. A standard speaker across sites is a strong story.

Offices that we already support
Groups wanting one standard

Third Education and care Break areas, dining halls and common rooms. Bells and alerts push towards a separate system.

Dining and social spaces
Care home lounges, with checks on safety systems

Not first choice Large halls and heavy paging Warehouses, sports halls and sites with constant live announcements. Use Extron 100V.

Very large or noisy spaces
Many zones with live microphones

Not a fit today: evacuation and voice alarm systems, outdoor stadium style sound, and any project where the client has asked for a certified public address system.

/ PoE or 100V

Lean PoE. Choose 100V when the site demands it

A 100V system uses a central amplifier to drive many passive speakers over long cable runs. It is proven and suits big spaces and paging. Extron makes amplifiers that also take audio over the network using Dante. A PoE system puts the amplifier in each speaker and uses network cabling.

Question	Bluesound PoE	Extron 100V
Cabling	Network cable only, which we already install and understand.	Speaker cable to every speaker, and a rack or cupboard for the amplifier.
Power	From the PoE switch. No extra mains at the speaker.	Mains to the amplifier, which must be housed and ventilated.
Zones	Change in the app.	Set in the amplifier and often needs an engineer.
Sound level	Right for background music in ordinary rooms.	Better for large spaces, high levels and long runs.
Paging and microphones	Light use only.	Built for it, with microphone inputs and priority.
Music source	Built in through BluOS.	Needs a separate source, or a network audio setup.
Reusing old kit	Starts fresh.	Can keep existing 100V speakers and cabling.
Watch for	PoE budget, switch ports and the 100 metre limit.	Rack space, cable cost and who can change settings later.

Confirm model, power class and exact features against the current Bluesound and Extron documentation before they go in a quote.

Audio picker

A conversation starter for discovery. Tick what is true for the client. It suggests a direction, not a decision.

Leaning towardsTick what applies

PoE signals0

Network cabling, zones, simple music.

100V signals0

Paging, big rooms, existing kit.

PoE budget check

Speakers draw power from the switch. Enter the numbers and see if the switch can carry them. Take the watts per speaker and the switch budget from the datasheets.

Power needed0 W

Speakers times watts, plus 20 per cent headroom.

Switch budget0 W

Shared with cameras, access points and phones.

ResultEnter values

/ Why PoE, why us

What the client gets, and why it is worth having from us

Why Bluesound PoE

One cable. Power and audio on the network cable. No amplifier rack and no speaker cable.
Each speaker is a player. Zones change in an app, not by recabling.
Simple to grow. Add a speaker by adding a cable and a port.
Built for business. Bluesound has a professional range and the BluOS platform for managing many players.
Tidy ceilings. No extra mains sockets and fewer fixings. Good for refits and listed buildings.
Same skills as the rest of the job. Cabling, switches and VLANs are what we do every day.

Why M-Tech

We run the network. Speakers depend on switches, PoE budgets and VLANs. We already look after all three.
We do the whole job. Supply, cabling, installation, set up and support.
One service desk. Faults and changes go through HaloPSA, with set response times.
Honest about 100V. We can design and install Extron too, so we say so when it is the better fit.
We guide on licensing. We explain what a venue needs and leave the licence with the client.
ISO 27001, ISO 9001 and Cyber Essentials Plus. Helpful for schools, landlords and any procurement process.

/ Pricing

Quote it in four parts

Hardware costs come from supplier portals at the time of the quote. Sell prices are set in Zomentum. Show the client four clear lines, and add network work, control panels and training as separate lines when they apply.

One off Speakers and network Per zone Zomentum

Speakers, brackets, PoE switch capacity and any control devices. Priced from the room survey.

One off Install and commission £950 per day

Cabling, fitting, set up, zoning, tuning and training. Add time for high ceilings and access equipment.

Client pays Music service and licence Client account guidance

A business music service, plus TheMusicLicence where it applies. The client holds these. We explain and help set up.

Monthly M-Tech managed service Per site Zomentum

Monitoring, firmware, playlist and zone changes, and support. The default line on every quote.

Extras to price when they apply: Extron amplifiers, microphones, wall controls, extra switches, access equipment and training days.

/ Alternatives

Where PoE fits, and where it does not

Checked November 2026. Reconfirm before quoting anything to a client.

Option	Where it is stronger	Where we win
Extron 100VDante amplifiers	Large spaces, high levels, paging, and reuse of existing 100V kit.	Simpler cabling, zone changes by the client and no rack for ordinary sites.
Other PoE speakersNetwork audio	Some suit larger rooms or fit a specific control system.	A built in music player, a single app and a business range we know.
Consumer speakersSonos and similar	Familiar, cheap and easy to buy.	Business licensing clarity, tidy install, central control and support.
The AV companyIncumbent	Knows the room and owns the kit.	We run the network, offer a managed service and keep it all under one desk.
Do nothingPhone and Bluetooth	No cost today.	Licensed music, consistent sound and control that does not depend on one phone.

/ Discovery

Ask these before you quote

What is the audio for?This is the gate. Background music, announcements, or both. Heavy paging points to Extron.
How big are the rooms and how loud does it need to be?Ceiling height, noise and room size decide speaker choice and count.
How many zones, and who changes them?Decides the app set up and the limits we put on staff.
Is there network cabling, and what category?Check every run is under 100 metres and the cable is suitable.
What PoE switches exist, and how much budget is spare?Cameras, phones and wireless points share it. Run the PoE budget check.
Is there existing audio, and is it worth keeping?Test it. It may point to Extron or to a mixed system.
Where does the music come from today, and is it licensed?Raises the business music service and licence conversation early.
Are there announcements, bells or safety messages?Anything linked to evacuation needs a separate, compliant system.
Is there anything to tie in?Conferencing, TV, AV control or a door entry system. Checks compatibility early.
Do they want one site or several, and by when?Shapes the standard design and the delivery plan.

Objections

"Surely 100V is the professional way."

It is the right way for big spaces and heavy paging. For background music in ordinary rooms, PoE does the job with far less cabling and gear. If the site needs 100V, we will say so and install it.

"Will it be loud enough?"

For background music in normal rooms, yes with the right layout. For large halls or high levels, check the datasheet and survey. Do not promise what the room cannot deliver.

"Why not just use Sonos and Spotify?"

Consumer accounts are not licensed for business use, and consumer kit is harder to manage across a site. A business service and managed speakers solve both. Be clear and friendly, not preachy.

"We do not want another subscription."

A business music service is a running cost, and the licence is a legal need for most venues that play music. We can explain the options and the client chooses. The managed service is optional but recommended.

"What if the network goes down?"

Speakers depend on the network, so we design the audio onto resilient switches and a sensible VLAN. Confirm offline behaviour for the exact model and describe it plainly.

"Can it page the whole building?"

Light paging, perhaps. Heavy or priority paging, use Extron. Never offer a music system for evacuation or voice alarm.

"Who looks after the licence?"

The client holds the licences. We explain what is usually needed and point to PPL PRS and the music service. We do not give legal advice.

/ Quote to live

Ten steps from first call to go live

Log the lead
Add it in HubSpot with audio as the product interest and the sector noted.
Sales
Discovery call
Use the questions above and the audio picker. Ask for floor plans.
Sales
Survey the rooms
Check ceilings, noise, cable routes, switch ports and existing audio.
Sales with delivery
Choose the system
Confirm PoE, Extron or a mix. Record the reasons.
Sales with George
Run the PoE budget
Check switch power and ports. Add a switch to the quote if needed.
Sales with delivery
Quote in Zomentum
Four lines plus any extras. Costs from supplier portals that day.
Sales
Music and licence
Walk the client through the service and licence options. They hold both.
Sales
Order and hand over
Order hardware, then raise a HaloPSA project ticket with the survey notes.
Sales to delivery
Install and tune
Cable, fit, set up zones, balance levels and train the staff.
Delivery
Review at 30 days
Check levels, playlists and staff use. Ask about other sites and a reference.
Sales and service

/ Sales training

Talking about it with clients

The terms that come up, and a few scenarios to test yourself against.

Jargon buster

PoE: Power over Ethernet. Power and data on one network cable.
PoE budget: The total power a switch can supply across all its ports.
BluOS: The software that runs Bluesound players and lets many be controlled from one app.
Zone: A group of speakers that play the same thing at the same level.
100V line: A way of driving many passive speakers from one amplifier over long cable runs. Also called constant voltage.
Passive speaker: A speaker with no amplifier. It needs one elsewhere.
Active speaker: A speaker with the amplifier built in.
Dante: A way of sending audio over a network, used by many professional audio products.
VLAN: A separate virtual network, so audio traffic stays apart from other systems.
TheMusicLicence: A UK licence from PPL PRS that covers playing music in many businesses. Check what applies to each client.
Voice alarm: A certified system for evacuation messages. A music system is not one.
Paging: Live or recorded announcements sent to some or all zones.

Test yourself

A cafe chain wants background music in four shops and easy control from one place. What do you lean towards?

A warehouse social space wants loud music plus frequent live announcements from the office. What do you suggest?

A shop owner says they play their personal streaming account through speakers all day. What do you do?

You plan 40 speakers on two PoE switches. What do you check before quoting?

A care home asks if the new music system can play evacuation messages. What is the right answer?

A client already has sound 100V speakers and cabling in a hotel lobby. What is the honest approach?

/ Please confirm before quoting

The rooms are surveyed. Ceiling height, noise, layout and cable routes are recorded.
PoE, Extron or a mix is chosen and the reasons are recorded.
The PoE budget, free ports and 100 metre cable limit are checked on every switch.
Model, power class and features are confirmed against current Bluesound and Extron documentation.
The client knows they need a business music service and the right licences, and that they hold them.
No safety or evacuation duty has been offered from a music system.
Hardware costs come from supplier portals today, and permission is obtained before naming any client as a reference.
The quote has four lines: speakers and network, install, music service and licence guidance, and managed service.