Security’s Best Strategists Celebrated in Inaugural SSI Top 75 Market Leaders Program
Security companies are recognized in more than a dozen vertical categories for success in delivering customized solutions in the first SSI Top 75 Market Leaders listings.
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The latest Operations & Opportunities Report published in August by Security Sales & Integration included what is always one of the most telling questions: In what ways are security contractors (dealers and integrators) “leaving money on the table”?
The No. 1 answer by a mile was focusing on products rather than solutions (almost 21% compared to about 14% for the next closest response). As the electronic security industry has refined itself the past decade one of the biggest paradigm shifts has been the necessity to customize offerings based on the end customer as opposed to just peddling devices.
It is with that frame of reference that this year SSI has launched its Market Leaders program.
“Today’s installing professional security dealers and systems integrators have progressed beyond just selling boxes or products, or even rigidly defined product categories,” says SSI Editor-in-Chief and Associate Publisher Scott Goldfine. “The most successful providers are delivering tailored solutions that take into account the unique needs and qualities of a particular end user. Thus, in devising SSI‘s first compilation of the industry’s leading companies it made sense to do so according to vertical markets. I am excited about SSI‘s new Market Leaders program as it highlights those dealers and integrators that epitomize this go-to-market model, and are reaping the rewards in their respective verticals.”
The Market Leaders selection process was based on percentage total revenues measured against vertical market concentrations. The majority of those making the cut submitted entries during 2017 with the balance being chosen by SSI’s editors based on their significant standing in the industry.
A total of 75 firms are included and highlighted in a dozen vertical markets (many companies appear more than once): Education, Financial Institutions, Gaming/Hospitality/Arenas, Government, Healthcare, Houses of Worship, Industrial Manufacturing, Mass Public Transportation, Office Buildings, Residential and Retail/Entertainment, Utilities/Infrastructure, plus an Other category.
Stay tuned for best practices shared by the winners.
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