New collaboration trends are transforming the workplace. In place of large executive conference rooms are huddle rooms and a new generation of small meeting rooms designed to simplify and boost in-person and remote collaboration. With space at a premium and no equipment closet or dedicated rack room available within these spaces, integrators now face a dilemma: how to conceal the AV gear while still being able to support it reliably. Emerging AV furniture provides the answer by acting as both AV-technology host and aesthetically pleasing fixture. However, this solution begets another challenge for integrators: choosing technical furniture, a decision historically left up to the architects. What do professional integrators need to know about furniture to take advantage of this untapped revenue stream? This session will provide a business approach to technical furniture, including how to identify these opportunities and how to sell furniture solutions that leverage the latest trends in technology. We will discuss material options and architecture and design (A&D), giving attendees a deeper understanding of what they need to know to succeed in the furniture business. Attendees will learn how to conduct a needs analysis and find out about ergonomic, ADA, and other certification considerations for designing huddle and flexible meeting place environments. We discuss the biggest truth in design – solve big problems – make big money.