When most in the security industry talk about converged solutions, they are typically referring to physical and IT technologies merging together. But the concept also applies to the sales process where a converged, company-wide effort promotes higher likelihood of success.
Regardless of company size, growing your business with a specific customer can be an exciting and scary experience. Discover the strategies, risks and rewards of engaging in a national accounts program.
Leaps in technology and affordability associated with video, networking and mobile devices have greatly expanded the feasibility, demand and opportunities of remotely viewed surveillance video. Learn the steps to bring your clients the solutions they need to more effectively manage safety and operations.
Whether it’s systems integrators or end users, human beings are creatures of habit. This means resistance to change that extends to technology solutions such as video surveillance. Learn the steps you need to make to help yourself and client migrate from analog to IP.
Making noise about product capabilities alone will not convince or produce added business value. Instead you must roll up your sleeves and do your homework about your customer’s business operation.
Security systems integrators are uniquely positioned to capitalize on the trend toward saving energy and sustainability. Providing energy management solutions is a natural extension of the relationships, skill sets and system capabilities already inherent in servicing clients.
Systems integrators and customer IT departments are really working toward the common goal of optimizing that organization’s operational efficiencies. Tactics such as reducing task times and expanding network capabilities can help integrators and IT win over executive management.
You can increase the demand for network-centric solutions by recognizing the four phases of value creation. Key is determining what value means for each customer.
“Training and education are two different things. Training gives you a skill set to perform a specific task. Education provides you with academic theory for problem-solving issues.” – Master Sgt. Juan Lopez, USMC
This session will help integrators better understand the needs and market demands of their retail customers.
Take a closer look at all the recurring monthly revenue trends from our 2021 research
