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How Selling Value to End Customers Leads to Recurring Revenue

Selling on value, says Viakoo CEO Bud Broomhead, requires systems integrators to show the client how their business will be improved by what the integrator is offering.


Latest in Hot Seat

Richard Widup Jr., CPP, discusses his presidency and the security industry at large in SSI's Hot Seat. Rodney Bosch · July 18, 2014

Napco Security Technologies' Brandt Phillips discusses the current trends, challenges and opportunities in the business of fire/life-safety. Rodney Bosch · May 15, 2014

Security Industry Association Chairman John Stroia discusses his goals to grow membership, deliver on SIA’s robust investment in education and training, and continue vigorous outreach to professional organizations and vertical markets. Rodney Bosch · March 05, 2014

Paul Strohm, president and COO of Lenexa, Kan.-based C&C Group, serves as vice president of the InsideIQ Building Automation Alliance, discusses the state of interoperability in the physical security arena, including its challenges and opportunities. By Rodney Bosch · December 01, 2013

Linear President Michael O’Neal joins the conversation to discuss 2GIG, which was a sister company of Vivint, and the burgeoning market for home control solutions and services. By Rodney Bosch · October 31, 2013

The much anticipated Automated Security Alarm Protocol (ASAP) managed by the Central Station Alarm Association went live in April 2012 in Richmond, Va.  Bill Hobgood, an IT authority for the city of Richmond, discusses the progress of the ASAP program. By Rodney Bosch · October 23, 2013

As home automation and interactive services continue on an upward trajectory, electronic locks are becoming a part of the sales conversation alongside lighting controls, remote thermostats and other connected devices. Keith Brandon, director of residential access solutions for Kwikset, joins the conversation to discuss the fledgling market for these “smart” locks in the home.  By Rodney Bosch · September 09, 2013

With AT&T declaring it would phase out its 2G networks by 2017, Sprint's Craig Creason discusses his company's strategic course to expand its own 2G service. By Rodney Bosch · July 31, 2013

TRG Associates President John Brady discusses the latest attrition results and related topics of TRG and Central Station Alarm Association's (CSAA) Attrition Measurement Study. By Rodney Bosch · July 01, 2013

The Z-Wave Alliance is a consortium of more than 200 independent manufacturers that build wireless home control products based on the Z-Wave standard. Mark Walters, chairman of the group, joins the conversation to discuss the increasingly competitive home automation/home security landscape. By Rodney Bosch · June 03, 2013




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