ihiji’s Mike Maniscalco Addresses Residential Security Opportunities

Mike Maniscalco of ihiji shares his assessment of the residential security market.

In honor of SSI‘s annual November Residential Issue, my Between Us Pros column includes comments from four leading home controls and services market experts. In a series of four blogs, I share the complete Q&As. This installment features ihiji‘s Mike Maniscalco.

What is the greatest residential opportunity presenting itself to security dealers/integrators right now?

Mike Maniscalco: A huge opportunity that continues to grow is the Internet of Everything.  Devices like Nest and Dropcam are disrupting existing technologies. These devices require solid wired and wireless networks as well as proper network management. This ongoing service and support also paves the way for new recurring revenue offerings around remote network management.

RELATED: ADS Security’s CEO Shares Residential Market Insights

How can companies best take advantage of the above opportunity or opportunities?

Maniscalco: To capitalize on the Internet of everything trend, home technology professionals must be experts on the latest technologies to serve as a trusted advisor and solution provider to their customers. They also must leverage new tools for better support and ongoing management of this connectivity.

What are the top barriers or challenges to succeeding in today’s residential security marketplace?

Maniscalco: Staying up to date on the latest technology is difficult with the pace that everything is moving. Using new tools for proper management is a new requirement in the increasing complex world of connected devices. Additionally, keeping staff trained and educated is a requirement for success.

RELATED: Residential Security Insights With United Alarm’s Jim Corbett

Which is the better sales approach today, leading with security or with home automation-type convenience services? Why?

Maniscalco: Many home technology professionals can benefit from leading with both depending on how the customer is initially acquired. The key is getting a foot in the door and establishing yourself as the expert and trusted advisor.

Should security dealers be concerned about telcos, cablecoms, DIY and all the rest that have jumped into residential security? Why or why not?

Maniscalco: Yes and no. The large players have big marketing budgets and existing customer base. They can quickly reach more customers and jeopardize the integrator’s sale, but they are also educating a customer base on the features and benefits of home automation and security. Additionally, the telcos and cable companies have traditionally struggled with ongoing customer service, which is where a home technology professional can shine. Leading with service, especially around proactive service agreements can make a home technology professional stand out from the pack.

RELATED: Security Industry Consultant Peter Giacalone Sheds Light on Residential Market

If you enjoyed this article and want to receive more valuable industry content like this, click here to sign up for our FREE digital newsletters!

Tagged with: Residential Market

About the Author


Scott Goldfine is the marketing director for Elite Interactive Solutions. He is the former editor-in-chief and associate publisher of Security Sales & Integration. He can be reached at [email protected].

Security Is Our Business, Too

For professionals who recommend, buy and install all types of electronic security equipment, a free subscription to Commercial Integrator + Security Sales & Integration is like having a consultant on call. You’ll find an ideal balance of technology and business coverage, with installation tips and techniques for products and updates on how to add to your bottom line.

A FREE subscription to the top resource for security and integration industry will prove to be invaluable.

Subscribe Today!

Get Our Newsletters