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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 (Alarm.com), 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 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: sgoldfine@ehpub.com
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