5 Ways to Ingratiate IT Into Your Security Business

Here are tips to help installing security contractors foster a good foundation for a sustainable relationship with IT departments.

3. Add IT expertise to your team. As IT becomes more integrated into security, you’ll want someone on your team who can effectively communicate about your security platform, while also providing guidance on IT decisions from both a technical and sales perspective. Mechanicsburg, Pa.-based M3T used to have an external IT partner but, as the firm saw the role of IT increasing in projects, it decided to add to its own staff. Today, the business has multiple IT associates in-house.

4. Learn their capabilities. Before project kick-off, M3T makes a point of asking several questions, such as:

  • What IT security policies are in place?
  • What access control points are available to use?
  • Can the system support security beyond PCs?
  • How is cabling installed?
  • Is the server environment virtual?
  • Do you maintain backups or do you want the integrator to do that?
  • How do you want to handle maintenance of the security solution?

5. Think long-term. It’s important to view the partnership with IT beyond just installation and implementation – and even maintenance. Consider how you and IT can partner throughout the life cycle of the security solution to provide return-on-investment (ROI) protection.

“Once the security solution is deployed, the integrator and IT should continue to partner and make plans for three, five and 10 years down the road,” Larsen says. “Together, they can continue to leverage the network as security needs – and technology – continues to evolve.”

Minu Youngkin is Integrator Marketing Manager for Allegion.


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