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The Right Time to Discuss Technology Migration With Customers

Helping customers begin their journey of migration from legacy security systems to more network centric is kind of like a game of chess. It requires thinking through multiple strategies to select the right move, with the right piece at the right time.



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Helping customers begin their journey of migration from legacy security systems to more network centric is kind of like a game of chess. It requires thinking through multiple strategies to select the right move, with the right piece at the right time.

Many times, the sales team gets so busy with driving new business they don’t make the time to cultivate “easy” business with their existing customer base. Business needs change quickly. So when was the last time you checked on how your customers’ needs have changed? Every single year? Every two years? Better watch your six o’clock or you might get surprised by a competitors move with your customers! So let me pose the question to our loyal readers: when is the right time to start talking about technology migration with your customers?


Article Topics
Blogs · New Technologies · Paul Boucherle · Value-Added Security · All Topics

About the Author
Paul Boucherle
Paul C. Boucherle, Certified Protection Professional (CPP) and Certified Sherpa Coach (CSC), is Security Sales & Integration’s “Convergence Channel” columnist. A principal of Matterhorn Consulting, he has more than 30 years of diverse security and safety industry experience including UL central station operations, risk-vulnerability assessments, strategic security program design and management of industry convergence challenges. Boucherle has successfully guided top-tier companies in achieving enhanced ROI resulting from improved sales and operational management techniques. He is a charismatic speaker and educator on a wide range of critical topics relating to the security industry of today and an accomplished corporate strategist and marketer whose vision and expertise in business performance have driven notable enterprise growth in the security industry sector.
Contact Paul Boucherle: paul@matterhornconsulting.com
View More by Paul Boucherle
New Technologies, Paul Boucherle, Value-Added Security


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