5 Keys to Offering Cloud-Based Managed Access Control
5 tips to help security systems integrators get into the managed access control and RMR business more easily without setting up their own infrastructure.
Cloud-based access control solutions can eliminate the need for hardware, expensive T1 or fiber lines, among other associated costs.
Access Control as a Service (ACaaS) has grown into a mainstream product offering from many access control manufacturers, and the product offering is gaining significant growth in the market.
With more and more Cloud-hosted platforms available, security systems integrators have the opportunity to get into the managed access control and recurring monthly revenue (RMR) business more easily without setting up their own infrastructure to support their customers.
Manufacturers of Cloud systems can now entirely eliminate the need for hardware, expensive T1 or fiber lines, along with many other costs.
Through this service offering, integrators can increase their quality of service to their customers, their overall service offerings, and stabilize their company revenues for the short term and long term.
What’s more, by providing a long-term and manageable solution to end users, integrators have the ability to create greater customer retention and the ability to provide additional products and services to their end user.
There are a few keys to making RMR work for installing security contractors and setting up this business model. Here are five chief factors to consider:
1. Choose a platform and manufacturer that allows you to simply and easily set up an RMR model.
Ensure that the manufacturer is setting you as the integrator up to succeed for the long-term, not just the manufacturer and its own interests.
Many offerings in the marketplace center on the manufacturer owning the customer experience, and in some cases the customer.
Ensure that the manufacturer you work with is providing the opportunity for you as the integrator to grow your revenues and maintain the customer for the long haul.
Beware the manufacturer that takes customers simply because the integrator wasn’t selling the appropriate annual quota.
2. Choose the platform that is easy to manage for you and your end user.
The end user buys into a Cloud service offering for a couple of fundamental reasons. The most important tends to be ease of use for their personnel.
They want to be able to look at their system and manage users and the security of their facility. The system’s user interface is absolutely vital, as the customer does not want to be required to be a 20-year professional in access control.
3. Strategically price your recurring monthly revenue model.
It is important to ensure you have done your homework on the market in your area on service offerings. Understand which services your customers are looking for from badging, to administration, to complete daily management.
Understand the cost of the licensing and the labor costs associated with supporting these sites so you know your breakeven point and where this model begins to be profitable.
4. Clearly define your offerings so a customer can clearly understand how to buy.
Simplicity is king. Customers need to know what to buy, how to buy and what they receive. Giving customers complete peace of mind around their system goes hand in hand with their desire to be on a hosted platform.
So, take it to the next level and in your service package provide a hardware warranty, quarterly system reviews and health checks.
5. Establish a culture of RMR in your business with incentives and best practices.
Most integrators rely on projects to keep their revenue engines moving forward. As a result, integrators fluctuate heavily on personnel and expertise.
The most successful in the market have turned this upside down and rely on recurring revenues to grow their business. They are able to maintain long-term employees and technicians, create a long-term business asset that is attractive for potential acquisition, or a phenomenal asset to pass along to the next generation.
This, however, requires a culture of RMR being pervasive, and demands a long-view perspective.
Robert Lydic is Global Vice President Sales for Boulder, Colo.-based ISONAS.
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