The Convergence Channel by Paul Boucherle

Regardless of company size, growing your business with a specific customer can be an exciting and scary experience. Discover the strategies, risks and rewards of engaging in a national accounts program.

Leaps in technology and affordability associated with video, networking and mobile devices have greatly expanded the feasibility, demand and opportunities of remotely viewed surveillance video. Learn the steps to bring your clients the solutions they need to more effectively manage safety and operations.

Whether it’s systems integrators or end users, human beings are creatures of habit. This means resistance to change that extends to technology solutions such as video surveillance. Learn the steps you need to make to help yourself and client migrate from analog to IP.

Making noise about product capabilities alone will not convince or produce added business value. Instead you must roll up your sleeves and do your homework about your customer’s business operation.

Security systems integrators are uniquely positioned to capitalize on the trend toward saving energy and sustainability. Providing energy management solutions is a natural extension of the relationships, skill sets and system capabilities already inherent in servicing clients.

Systems integrators and customer IT departments are really working toward the common goal of optimizing that organization’s operational efficiencies. Tactics such as reducing task times and expanding network capabilities can help integrators and IT win over executive management.

You can increase the demand for network-centric solutions by recognizing the four phases of value creation. Key is determining what value means for each customer.

“Training and education are two different things. Training gives you a skill set to perform a specific task. Education provides you with academic theory for problem-solving issues.” — Master Sgt. Juan Lopez, USMC

Upselling existing customers improves revenue and profitability for the systems integrator, while providing that customer with additional operational capabilities. Learn how to master the process of moving a customer upward into a more sophisticated, feature-rich and scalable product or service offering.

Security solutions have evolved to help organizations make more intelligent decisions. Capabilities that save or earn businesses money are a top priority. Many enlightened security managers recognize this and so should you.

Comparisons are often made between the competition and endurance aspects of athletic activities to pursuits in the business world. Eight tips for riding high illustrate parallels between the convergence wave and cycling.

Customers’ businesses and associated needs change quickly today. Therefore, the key to selling them advanced security solutions is fully grasping their unique qualities and leveraging technology to help them achieve their enterprise goals.

Further questions are raised and issues addressed about assessing customer needs and expectations to deliver the best possible high definition video surveillance system. The process itself dictates whether an IP megapixel or HDcctv solution makes the most sense ...

Offering high definition video surveillance requires weighing customer needs and expectations against the inherent strengths and weaknesses of either an IP- or HDcctv-based solution. The business implications of these decisions are just as critical as the technology choice ...

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