How Stanley Security is Facing COVID, Consolidation, and Competition
See how the commercial security industry is changing, how sales teams can respond, and the role tech has to play in this transformation.
The last few years have been a wild time for commercial security, with industry consolidation at an all-time high, customers demanding more high-tech solutions, and sales teams under pressure to earn new business. Jack Snodgrass is the VP of Global Sales Operations at Stanley Security, and he’s spent this period of upheaval figuring out how to make Stanley a change leader instead of simply reacting to these seismic shifts. “We’re investing in our talent, our people, our products, and the tools and systems we use,” he says. “We’re trying to leverage cutting edge technology throughout Stanley Black & Decker to accelerate the transformation across the various segments and functions of our business.”
As part of this investment, Stanley Security signed on for a pilot program with Atlas in 2020, with the goal of increasing outbound prospecting. Within 10 weeks, the pilot team had reached 720 new prospects, had 16 active proposals, and a projected ROI over five times the cost of the software.
Recently, Jack sat down with Convex Chief Commercial Officer Sven Linsmaier to discuss how the industry is changing, how sales teams can respond, and the role tech has to play in this transformation.
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