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Industry Specialists Detail RMR Opportunities With Managed Access

SECURITY SALES & INTEGRATION’s Editor-in-Chief Scott Goldfine chats with four leading integrators about their success with managed access control. Learn tips on how to offer one of the industry's most promising new recurring revenue offerings.

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Support obviously is important as well and that goes along with training in my opinion. But as far as what the end user should be looking at in us, I think it’s the same thing as Doug said. I think that we need to be operating a quality product which there’s two tracks to that. There’s the actual product we specify for the customer. Are we specifying the right product for their application? And the track of quality is the quality of installation. That’s very important. They need to know that they have references from others about the quality of our installation for instance. Then of course that we’re going to be providing good service.

I think it’s the same too that we’re willing to be a partner with our clients, that we’re there for them whenever they need us and as Doug said early on, I think it’s very similar in those two directions except for the fact that we’re the ones that have to provide the field service.

Brown: Our predominant product we use 100% of the time is Kantech but we’re corporately trained in other products that are currently in the field that we have to manage and maintain. But it was the team behind it. There’s relationships, there’s friendships, there’s trust.

They’re embedded in the trenches of what they do and know it forward and backward. It makes a world of difference, other than just a sales rep selling you a product. This is an industry where people tend to move around a lot within the industry and stay in the industry and have a relationship within the industry a long time, and have a huge background. That’s something you can count on, you can put your money on that kind of stuff.

Sharp: It’s predictable.

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Article Topics
Business Management · Access Control · Exclusive Web Features · Managed Access Control · Managed Access Roundtable · 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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Exclusive Web Features, Managed Access Control, Managed Access Roundtable


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