SSI logo

Making Your Best End-User Case

Close to four in five security directors/managers are looking to spend more money on security, with 76% of that group considering new or upgraded systems. However, SSI’s ninth Commercial End-User Study also indicates funding is more of an impediment, equipment costs and reliability are of greater concern, and integrator IT know-how is lagging.



By ·

Going from a zero to a hero with a prospective or challenging customer is attainable if you thoroughly understand that end user’s unique organizational needs and specific pain points, and are willing and able to deliver solutions to minimize or eliminate them. And if your customer already holds you in high regard, reinforcement of those edicts is essential to ensure a deep and long-lasting relationship. To help you keep your finger on the pulse of customers’ operational health and safety, SSI’s 2013 Commercial End-User Study taps into their minds to render rare and valuable insights into the realities of their world.

This year’s results indicate 77% of those end users intend to boost security spending — 68% looking at new security/fire-life safety systems, and 8% evaluating upgrades and risk assessments. Those percentages represent substantial year-over-year increases. In addition, around four in five plan to either maintain or raise their security budget. Nearly eight in 10 are highly interested in video surveillance, with access control holding almost as much appeal. Technologies of highest interest for video, access and intrusion are, respectively, networked video, smart cards and wireless devices.

The results also point to rising concern about budgetary constraints (59% identify funding as top obstacle for a secure workplace) as well as several areas suppliers and integrators would be well advised to address as opportunities for improvement. Given the spending challenges, the fact that the cost of security systems extended its lead as end users’ chief complaint is not surprising, but that is compounded by increased dissatisfaction with reliability. The issue exhibiting the biggest upswing as a complaint about integrators was a lack of IT expertise.

SSI’s ninth annual Commercial End-User Study — conducted in cooperation with ISC/Reed Exhibitions and Campus Safety magazine (for more, see Methodology box) — offers industry-exclusive data that can be sliced, diced and analyzed in practically limitless ways to yield invaluable market intelligence. Look it over thoroughly, assess how it stacks up against what you are encountering in the field, tailor it according to parameters that make the most sense to advance your business — and then reap the rewards.

View the 2013 Commercial End-User Study results.

Article Topics
Business Management · Vertical Markets · Commercial End-User Study · End Users · Features · Industry Research · 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
View More by Scott Goldfine

Security Is Our Business, Too

For professionals who recommend, buy and install all types of electronic security equipment, a free subscription to Security Sales & Integration is like having a consultant on call. You’ll find an ideal balance of technology and business coverage, with installation tips and techniques for products and updates on how to add sales to your bottom line.
A free subscription to the #1 resource for the residential and commercial security industry will prove to be invaluable. Subscribe today!

Commercial End-User Study, End Users, Features, Industry Research


Commenting is not available in this channel entry.


EDITOR'S CHOICE