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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 RMR

New innovations in the field of solar-powered video systems are expanding their usefulness in the security and surveillance markets.Here are some application factors that favor use of wireless solar-powered video systems — and some tips to maximize deployment of the systems. June 02, 2013

While the majority of homes have smoke detectors, most are standalone devices and only 15% have working carbon monoxide detectors. Thus there’s a huge untapped market for greater levels of homeowner protection and greater fire contractor profits. Learn how to make the compelling case for monitored system-connected fire/life-safety solutions. April 30, 2013

It would be a business sin for any fire/life-safety installing company to pass up the opportunity to administer a service agreement to monitor a newly installed fire alarm system. April 30, 2013

Understanding how integrated systems deliver RMR. By Peter Giacalone · April 02, 2013

Hosted video services are one of the most promising areas for installing security contractors. Yet questions persist about how these services work and the technology’s benefits. Here are straightforward answers on how hosted video can increase RMR, reduce installation/service costs, and improve customer satisfaction and retention. March 06, 2013

The industry has become enamored by the prospect of managed access control providing a path to recurring revenue bliss. The potential is real. Get an overview of how to succeed in this realm, including challenges, opportunities, types of services and partnering options. March 05, 2013

Remote connectivity to home alarm systems is allowing dealers to offer new types of services to their entire customer base. Two-way voice functionality between the central station and the client is driving additional revenue. January 31, 2013

ASG Security closed out 2012 by acquiring four alarm companies in December, totaling $155,000 in recurring monthly revenue (RMR). Ashley Willis · January 15, 2013

The January edition of SECURITY SALES & INTEGRATION includes our annual industry forecast as a cornerstone of our special 2013 Industry Forecast Issue. For the piece, I interviewed 20 of the industry’s most knowledgeable market analysts, business experts, systems integrators, manufacturer representatives and trade association directors. Some of their perspectives can be found in the magazine article, with the balance of their assessments appearing in separate Under Surveillance blog posts. Scott Goldfine · January 10, 2013

According to “The North American and European Markets for Access Control as a Service (ACaaS)” report by IMS Research, ACaaS offers additional revenue and end-user penetration opportunities that traditional access control solutions do not. January 06, 2013




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