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Affiliated V.P. Assesses 3rd-Party Monitoring Marketplace

The October issue of SSI features a guide to selecting a third-party central monitoring station in which nine providers are spotlighted. I conducted extensive interviews with executives from all of them, most of which could not be shoehorned into the print publication. In this exclusive bonus blog, Affiliated…

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The October issue of SSI features a guide to selecting a third-party central monitoring station in which nine providers are spotlighted. I conducted extensive interviews with executives from all of them, most of which could not be shoehorned into the print publication. In this exclusive bonus blog, Affiliated Monitoring Vice President Daniel Oppenheim discusses training, value-adds and increasing RMR.

Please summarize how you train your company’s staff to deliver the latest technology as well as customer care. Has this process become more or less difficult? What do you look for in recruiting personnel?

Daniel Oppenheim: We have a rigorous multifactorial testing regime that helps us identify the best talent. That combined with a holistic and ongoing award-winning training program has allowed us to have one of the lowest attrition rates in the industry.

Why is a security dealer better off contracting with a third-party monitoring provider than bringing monitoring in-house?

Oppenheim: RealStream™ from Affiliated is our real-time alarm testing app. It increases a tech’s productivity by letting anyone view test signals instantly on their mobile device as they’re received by our monitoring center. A tech can quickly get the information they need in the field without having to make a single phone call. It has revolutionized fire alarm tests and inspections as well as any burg service call. We have seen a 230% increase in RealStream’s use in the last six months.

What are some of the value-adds you offer security dealers that do business with your company?

Oppenheim: Our in-house team of application developers allows Affiliated to continuously roll out enhancements to our apps and portal. We’ve made 350 changes to the dealer portal in 2013 alone.

In what ways do you help contracted security dealers increase their recurring monthly revenue?

Oppenheim: Affiliated has a full hosted and managed access control package for dealers to drive additional meaningful RMR from their customers. We allow dealers to offer access at a lower install price point while offering a complete managed access offering that is unique. Affiliated fulfills all card adds/deletes and data changes on behalf of the dealer. Also, video services: Affiliated can integrate video into any security installation. Affiliated supports a broad array of DVRs. Next, there’s PERS: In the near future, the senior population will nearly double to over 70 million people with 96% of those wanting to remain in their own homes. Affiliated’s low-priced PERS equipment and monitoring package allows dealers to tap into the fantastic earning potential of the growing senior market.

Describe your company’s approach to newer technologies/service offerings such as PERS, video monitoring, GPS, energy management, managed access control, etc.

Oppenheim: We see real-time video verification as a massive opportunity for increasing commercial RMR while also having the benefit of decreasing false alarms. It’s the killer app of 2014.

Scott Goldfine

Article Topics
General Industry · Installation and Service · Interviews · Management · Blogs · Affiliated Monitoring · Business · Intrusion Detection · Monitoring · operations · Recurring Monthly Revenue · All Topics

About the Author
Scott Goldfine
Scott Goldfine is Editor-in-Chief and Associate Publisher of Security Sales & Integration, directing all editorial aspects of the magazine brand in print, electronically, online and in person. The voluminous, innovative and award-winning body of work he has distinguished himself with since joining the publication in 1998 includes groundbreaking research, landmark features, leadership roundtables, high profile case studies, and many industry exclusives. Well versed in the technical and business aspects of electronic security (video surveillance, access control, systems integration, intrusion detection, fire/life safety), Goldfine is a nationally known figure in demand as an industry presenter and subject matter expert to mainstream media. He is responsible for developing many unique products and programs, including the SSI Industry Hall of Fame, Control Panel (industry’s first E-mail newsletter), Police Dispatch Quality (PDQ), Marketing Marvel, Installers of the Year, Integrated Installation of the Year, Security Industry Census, Systems Integration Study, Installation Business Report, Operations & Opportunities Report, Commercial End-User Study and Security’s Fantastic Fleets. Recognized for his relationship building, integrity and lead-by-example ethic, Goldfine is a solutions-oriented team player who advises and collaborates with industry dealer/integrator, consultant, distributor, central station and manufacturer icons, luminaries and executive business leaders on a daily basis. He is also actively involved in several security events and organizations, including the Electronic Security Association (ESA), Security Industry Association (SIA), Security Industry Alarm Coalition (SIAC), False Alarm Reduction Association (FARA), PSA-Tec, SAMMY Awards, International Security Conference and Exhibition (ISC), Electronic Security Technology Summit (ESTS), Mission 500, Electronic Security Expo (ESX), ASIS Int’l, Honeywell CONNECT and other supplier conventions. Goldfine also serves on several boards, including the CSAA Marketing and Communications Committee and PSA Cybersecurity Advisory Council. A certified alarm technician, former cable-TV tech, audio company entrepreneur, and lifelong electronics and computers enthusiast, Goldfine graduated with honors from Cal State, Northridge with a management degree in Radio-Television-Film. His professional media endeavors have encompassed magazines, Internet, radio, TV, film, records, teletext and books. Goldfine resides in the Charlotte, N.C., area with his wife, son and three cats.
Contact Scott Goldfine: [email protected]
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