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Experts Explain How to Make It Rain RMR at ESX

Electronic security experts encourage integrators to offer networked and integrated devices, as well as deploy remote service capabilities to customers to help drive recurring monthly revenue.

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One of the best attended educational sessions at the Electronic Security Expo (ESX) held June 23-27 in Nashville, Tenn., was “The RMR [recurring monthly revenue] of Everything.” Moderated by John Galante of AE Ventures, the seminar’s panel consisted of Chris Gilbert (Security Pros), Jay Kenny (, Joe Nuccio (ASG Security) and Michael Maniscalco (ihiji).

Speaking first, Kenny, a frequent contributor to Security Sales & Integration, talked about how the escalation of data points in the home (lights, flood sensors, energy control and the whole Internet of things concept) will open up evermore opportunities for security systems providers and monitoring concerns. “The complexity of the emerging connected home puts us, the security industry, in a great position to help those homeowners manage it all,” he said.

Maniscalco, who also participated in “The Residential Supersession” that was hosted by SSI and held later that day, discussed how the rising sophistication of networked and integrated devices and systems is paving the way for security integrators to offer service & maintenance agreements to their client bases. He recommends dealers charge 5%-8% of the installation price for such agreements. Maniscalco further advised attendees to deploy remote service capabilities for system troubleshooting, reboots, upgrades and more. Easily enabled by today’s software, this approach saves the provider time and money in not having to roll a truck to the customer site, and the customer receives faster response and less downtime.

Nuccio, an SSI Industry Hall of Famer and member of the publication’s editorial advisory board, is extremely dialed in to pursuing recurring revenue and in particular advocated video surveillance as a service (VSaaS) and fire systems services as rapidly growing opportunity segments. “If you can’t derive RMR from it, don’t install or sell it,” he said. “Home automation is a modern-day land grab and there is much opportunity at all levels.”

Gilbert closed the session out by presenting many of the findings from SSI’s 2013 Installation Business Report to support his premise that the access control market is rife with ways for security providers to boost their RMR.

Article Topics
Business Management · Blogs · ESX · RMR · All Topics

About the Author
Scott Goldfine
Scott joined SECURITY SALES & INTEGRATION in October 1998 and has distinguished himself by producing award-winning, exemplary work. His editorial achievements have included blockbuster articles featuring major industry executives, such as Tyco Electronic Products Group Managing Director Gerry Head; Protection One President/CEO Richard Ginsburg; former Brink’s Home Security President/CEO Peter Michel; GE Interlogix President/CEO Ken Boyda; Bosch Security Systems President/CEO Peter Ribinski; and former SecurityLink President/CEO Jim Covert. Scott, who is an NTS Certified alarm technician, has become a respected and in-demand speaker at security industry events, including presentations at the Central Station Alarm Association (CSAA) Annual Meeting; California Alarm Association (CAA) Summer and Winter Conferences; PSA Security Network Conference; International Security Conference and Exhibition (ISC); and Security Industry Association (SIA) Forum. Scott often acts as an ambassador to mainstream media and is a participant in several industry associations. His previous experience as a cable-TV technician/installer and running his own audio company -- along with a lifelong fascination with electronics and computers -- prepared Scott well for his current position. Since graduating in 1986 with honors from California State University, Northridge with a degree in Radio-Television- Film, his professional endeavors have encompassed magazines, radio, TV, film, records, teletext, books, the Internet and more. In 2005, Scott captured the prestigious Western Publisher Maggie Award for Best Interview/Profile Trade for "9/11 Hero Tells Tale of Loses, Lessons," his October 2004 interview with former FDNY Commander Richard Picciotto, the last man to escape the Ground Zero destruction alive.
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