IRVING, Texas — The Electronic Security Association (ESA) has released a new guide to help security industry executives and owners manage changes to their companies’ product and technology offerings.
Produced by ESA’s Executive Management Professionals (EMPs) group and funded by the Alarm Industry Research & Educational Foundation (AIREF), the ESA Product Selection Guide is designed to help ESA members work through a methodical process when evaluating new products and services to add to their businesses. Included in the guide is a product taxonomy, detailed checklist, vendor scoring system, cost benefit analysis template and additional resources that ESA members can access.
ESA was motivated to release the new tool following a survey where EMPs rated managing changes to their firms’ product/technology mix as the most important aspect of change management for their companies’ executive management teams.
The results prompted ESA to partner with Bentley University and Bentley’s Center for Marketing Technology (CMT) to work on the project.
As part of the partnership, the organization hosted a two-hour focus group moderated by Professor Ian Cross, director of the CMT at Bentley University. The focus group confirmed that existing suppliers strongly influence consideration of new product categories. It also confirmed that marketing awareness and customer demand for products is a very important factor for dealers and integrators when considering which new products and services to add to their offering.
“The guide provides security dealers and integrators with a comprehensive checklist that will take them through a thorough process when evaluating new products and services,” says Dee Ann Harn, CEO of RFI and EMP Chair. “By utilizing the guide, ESA members will be able to make more informed decisions on which products and services are right for their business model, My team at RFI is very much looking forward to utilizing the guide as we evaluate new offerings to bring into our business.”
The guide will be located on ESAweb.org and accessible by ESA members only.