M2M Services at ISC West 2021: Future-Proof Solutions for the U.S. Security Professionals
Among the solutions the company is bringing to ISC West is the MiNi-LTE-M-AV, a 5G-ready, dual-SIM communicator that works on both AT&T’s and Verizon’s LTE-M networks in the same radio… and comes for free with a unique HaaS business model.
ISC West 2021 will be held July 19-21 at the Sands Expo & Convention Center in Las Vegas. Ahead of this year’s show, SSI heard from M2M U.S. Southeast Territory Account Manager Darrell Gray about what the company will be showcasing at ISC West, its value proposition and more.
What is the top product or offering your company is showing off at ISCW this year, and what makes it unique or special?
We will be exhibiting our new universal residential burglary communicator, the MiNi-LTE-M-AV, which comes with a revolutionary Hardware-as-a-Service business model. With that program, we aim to be the first vendor on the U.S. security market that offers the radio for free and charges only for the cellular service.
What is more, we will provide a lifetime warranty and free upgrades in case of any future network sunsets. Better still, alarm companies receive a fully featured solution: MiNi-LTE-M-AV is 5G-ready, dual-SIM, working on both AT&T’s and Verizon’s LTE-M networks in the same radio. It also supports Keybus integration for select alarm panels and is forward compatible with smart home technology which opens the door for our future innovations in IoT.
A few weeks ago, MiNi-LTE-M-AV was selected as a winner in the Communications and Networking Solutions category at this year’s SIA New Product Showcase.
What other products or offerings would you like to highlight, and what are some of their unique qualities?
Our second key product is the MQ03-LTE-M-FIRE-AV which is a 5G-ready, dual-SIM, Dual Path/Sole Path universal commercial fire alarm communicator. To date, MQ03-LTE-M-FIRE-AV is the only commercial fire radio on the market that provides dual-SIM and works on both AT&T and Verizon in the same radio, thus offering exceptional redundancy and unparalleled network availability even in fringe areas. The device also comes with two telco interfaces, supporting Contact ID, SIA, and Pulse 4+2.
The MQ03-LTE-M-FIRE-AV is the winner in the Fire and Life Safety category at the 2021 ESX Innovation Awards, which is just another confirmation for its great value.
What else is new or noteworthy about the company for 2021?
The key development for our company is the expansion of our communicator portfolio to include LTE-M radios that work on the latest AT&T’s and Verizon’s LTE-CAT-M1 networks. This provides a seamless transition to 5G cellular technology, extending the product life to more than 10 years.
What is your company’s overall value proposition to installing security dealers/integrators? Why should they do business with you?
We are currently the only vendor on the market, offering devices that work on both AT&T’s and Verizon’s networks in the same radio. For the security industry – connectivity is everything. The alarm companies prefer us because we help them deliver not just a security solution but also peace of mind.
We have been building this company on customer feedback. We are constantly talking to our customers in order to understand their needs and address the challenges they are facing in the rapidly changing market. The timely response to customers’ requests, the unique features of our products and services, and the years of building a reputation as a consistent provider is also something that the dealers consider when selecting us as a vendor.
What challenges do you solve for the security dealers?
Alarm companies are struggling to allocate capital to perform the necessary hardware upgrades triggered by the 3G/CDMA sunset. While competitor offerings are focused on rebates, discounts and one-time limited deals, we offer the radios for free during this and any future network sunsets.
Security dealers often struggle to reach out to accounts in areas with limited network availability. With our Dual SIM radios that work on both AT&T and Verizon in the same unit we enable dealers to capture and service accounts event in the most fringe areas.
Many installers are afraid that they may lose customers due to frequent services visits and another hardware upgrade in a couple of years. Our radios work on the latest LTE-CAT- M1 technology, which is 5G-ready and will not require replacement during the next sunset.
What do you see as some of the top opportunities in the market right now?
The old saying that “every challenge is an opportunity in disguise” is very valid at the market today. The immediate sunset of the AT&T’s and Verizon’s 3G/CDMA networks will prompt the upgrade of landline and cellular communicators across millions of residential and commercial accounts. The sheer volume of devices in need of replacement in such a short timeframe will stretch the resources and the capacity of alarm companies nationwide. At the same time, this will hardly be the last upgrade as the clock is already ticking toward the next 4G LTE sunset.
The opportunity for us as a vendor is to gain market share through introducing cutting-edge solutions such as our dual-SIM, 5G-ready radios, which allow security dealers to effectively skip the next sunset and launching innovative business models such as Hardware-as-a-Service, which enable dealers to never ever pay for a hardware upgrade again.
It is in such times when business is won, and we aim to provide our customers with the right tools to retain and expand their account base and reduce capital expenditures to the minimum in order to stay competitive.
Anything else you would like to add?
We look forward to welcoming our current and prospective customers and partners at booth 8026 at ISC West.
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