Offering Security as a Service
SaaS may be opening new revenue streams for security contractors to offer managed services across a wide swath of market niches, but still there are difficulties to negotiate. Find out from a group of integrators how they are overcoming challenges common to this business model.
“I want $1,000 of new managed access revenue every month. That means we are going to be putting on a minimum of 10 new accounts every month,” Shore says. “We have lead sources that come off the Internet and we are the only one in that conversation talking about managed access. It differentiates us a little bit and it’s where we get most our business.”
Overcoming objections can oftentimes mean asking the right questions. In most cases, many of the perceived risks about providing security solutions in the cloud or Internet-based will be alleviated as soon as the customer realizes there are critical applications they likely already use and therefore have already adopted a SaaS model.
Among the many SaaS models commonly used by a wide array of end users, both large and small, are for payroll, accounts payable/receivable, data storage, financial services, human resource management and much more.
“It’s about asking the customer intelligent question
s,” says Rueben Orr, principal of Denver-based Security Install Solutions. “What other software solutions are the customer using and
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About the Author
Rodney Bosch, Senior Editor
Although Bosch’s name is quite familiar to those in the security industry, his previous experience has been in daily newspaper journalism. Prior to joining SECURITY SALES & INTEGRATION in 2006, he spent 15 years with the Los Angeles Times, where he performed a wide assortment of editorial responsibilities, including feature and metro department assignments as well as content producing for latimes.com. Bosch is a graduate of California State University, Fresno with a degree in Mass Communication & Journalism. In 2007, he successfully completed the National Burglar and Fire Alarm Association’s National Training School coursework to become a Certified Level I Alarm Technician.
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