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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.


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Each year, ASG Security makes it a goal to complete 10 to 12 acquisitions. With the back-to-back purchases of New Orleans-based USA Fire & Burglar Alarm and Mooresville, N.C.-based RSH Protection, the firm is on track to accomplishing that objective. November 28, 2012

SSI Editor-in-Chief Scott Goldfine discusses the top three challenges for monitoring providers today with the first annual Five Diamond Marketing MARVEL Award winner Redwire of Tallahassee, Fla. Scott Goldfine · November 04, 2012

SSI Editor-in-Chief Scott Goldfine discusses the top three challenges for monitoring providers today with the first annual Five Diamond Marketing MARVEL Award winner Redwire of Tallahassee, Fla. Scott Goldfine · November 04, 2012

Upselling end users’ access control can begin by moving manual lock users to pushbutton locks. This starts weaning customers off key-based locks and into higher revenue, more profitable electronic locks. With such a migration, the customer obtains increased access control security and flexibility. Also, property managers are learning to love managed services. October 31, 2012

Wholesale monitoring firm Security Partners has launched a new division to meet increasing demand from its dealer partners for managed access control and other recurring revenue services. October 24, 2012

Traditionally, the security industry looks to central stations as resource for attracting revenue. For the most part, if not for the central station monitoring centers, companies could not build the recurring monthly revenue (RMR) bases that they do. Peter Giacalone · September 30, 2012

Traditionally, the security industry looks to central stations as resource for attracting revenue. For the most part, if not for the central station monitoring centers, companies could not build the recurring monthly revenue (RMR) bases that they do. Peter Giacalone · September 30, 2012

Managed access control has made its biggest inroads in market niches such as multitenant commercial facilities, small to medium businesses, daycare centers, even places of worship. Now the government space is beginning to show promise. Rodney Bosch · September 05, 2012

Managed access control has made its biggest inroads in market niches such as multitenant commercial facilities, small to medium businesses, daycare centers, even places of worship. Now the government space is beginning to show promise. Rodney Bosch · September 05, 2012

The August Bright Ideas Issue of SSI includes a CEO roundtable featuring company Presidents Dan Budinoff (Security Specialists, Stamford, Conn.); Jeff Nunberg (Integrated Security Systems, Miami); Ron Oetjen (Intelligent Access Systems, Garner, N.C.); and Vice President/CEO Andrew Lanning (Integrated Security Technologies, Honolulu). The conversation I had with them was much more expansive than could be conveyed in the mere printed page. So here is the second of my two blogs giving you more grea Scott Goldfine · August 07, 2012




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