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Monitor America V.P. Stuck Sees Commercial Stickiness in Hosted Services

The October issue of SSI features a guide to selecting a third-party central monitoring station in which nine providers are spotlighted. I conducted extensive interviews with executives from all of them, most of which could not be shoehorned into the print publication. In this exclusive bonus blog, Monitor America Vice President of Operations and CMO Jay Stuck discusses power of video-based monitored services, value of training and hot markets.



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The October issue of SSI features a guide to selecting a third-party central monitoring station in which nine providers are spotlighted. I conducted extensive interviews with executives from all of them, most of which could not be shoehorned into the print publication. In this exclusive bonus blog, Monitor America Vice President of Operations and CMO Jay Stuck discusses power of video-based monitored services, value of training and hot markets.

How have changing signal transmission methods impacted your company as well as your dealers’ businesses? Challenges? Technical issues? Sales issues? Pros/cons? Opportunities?

Jay Stuck: Monitor America is dedicated to providing video services to dealer/integrators and enterprise end users. We believe that the future of the monitoring industry is in providing video services, including video verification of alarms. In the next three to five years, the industry will be mandated to provide video verified services by local municipalities and authorities having jurisdiction. Dealers and integrators should be making plans today to move their monitoring into facilities capable of handling these types of video services.

Why is a security dealer better off contracting with a third-party monitoring provider than bringing monitoring in-house?

Stuck: Dealers and integrators should be looking for monitoring partners that can teach their sales and installation teams how to sell and maintain monitored video and access control services. In many cases, dealers are afraid of the new technologies and their local sales force is not equipped to properly sell these new “lifestyle and convenience” services. Central stations should provide this type of training going forward in order to assist dealers in increasing their average revenue per user each month.

In what specific ways do you help contracted security dealers increase their recurring monthly revenue?

Stuck: Training, training, training. Dealers need to find a central station partner that is willing to be in it for the long term with them, and are willing to grow by helping the dealer grow. Central stations are like a good marriage, both parties have to work at it.

Describe your company’s approach to newer technologies/service offerings such as PERS, video monitoring, GPS, energy management, managed access control, etc.

Stuck: It is all about new technologies going forward for our industry. Lifestyle and convenience features are rapidly outstripping the old-time basic burglar alarms. This is a new day in our industry for sales and monitoring revenue opportunities.

What types of end customers are showing the top growth right now for monitored services and what are the drivers?

Stuck: Monitor America is seeing a huge interest in the commercial sector for hosted and managed services such as video and access control. In many ways, businesses can find immediate return on investment by using third-party central stations to handle these services in an automated platform that eliminates the need for massive human capital and resources. Enterprise-level businesses such as hospitality, retail, education, and local, state and federal government agencies are looking to increase expenditures and show ROI on their security investments. Monitored services and new technologies can help eliminate security concerns and investment.

Scott Goldfine


Article Topics
General Industry · Installation and Service · Interviews · Management · Blogs · Business · Intrusion Detection · Management · Monitoring · operations · Under Surveillance · 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.
Contact Scott Goldfine: sgoldfine@ehpub.com
View More by Scott Goldfine
Business, Intrusion Detection, Management, Monitoring, operations, Under Surveillance


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