Commercial Integrator + Security Sales Sept/Oct 2023 - 88

SSI
MANAGEMENT: END USERS SPEAK OUT
Integrators need to
communicate new
technologies and
capabilities while
educating end-user clients
on emerging solutions.
It is all about being a
consultative partner and
trusted advisor.
Cloud-based options and has been able
to move to SaaS for their peripheral programs
but has not yet reached a level of
comfort to move to a cloud-based access
control system.
" Last year, with the partnership of internal
teams as well as our integrator, we
completed app resiliency for our access
control system, so the resiliency benefit
of a Cloud-based system isn't necessary, "
she says. " It is a business preference and
currently we are self-hosted. "
Hurdles to Clear
While budget constraints are almost
always a leading roadblock to new or
upgraded security solutions, many other
factors can also be in play. Stakeholder
buy-in is key, and integrators can help in
that regard.
" For me, I am given full control so it's
just dollars, " Brown says. " However, I
am sure for others, it's being able to help
the decision makers understand how upgrades
benefit the organization overall. "
Westbrook concurs that budget is
always a concern; however, communication
and understanding the end user's
organizational risks plays a key role in
helping to obtain leadership buy-in for
any proposed solution.
Integrators can help end users with
stakeholder buy-in, she adds, by providing
data on ROI for specific solutions or
help frame how the proposed solution
can reduce an organizational risk.
Integrators, Listen Up
It is incumbent upon security systems
integrators to best identify and provide
the specific security solutions that are best
suited to each individual customer's needs.
Waltz advises integrators to understand
their customer's sites, processes and
vulnerability, adding that it's important to
make the effort to visit the jobsite.
Brown notes that it's important to
develop long-term relationships.
" It's not rocket science - be professional,
be personable and provide good
customer support, and the rest falls
into place, " he says. " The other obvious
element here is know your industry. Be
informed about trends and new technologies.
We can tell if you know what you're
talking about. "
Westbrook weighs in that her company
" Be informed about
trends and new
technologies. We
can tell if you know
what you're talking
about. "
- Tyler Brown, IT Director,
Stokes Automotive Group
88 Commercial Integrator+Security Sales & Integration | Sept/Oct 2023
works closely with its integrator to ensure
that contracted provider has enough
visibility into internal processes and requirements.
Doing so helps the integrator
best understand how to operate effectively
within its client's organization.
" With that visibility comes an understanding
of what products could be proposed
to enhance our program internally, "
she contends. " I believe that staying engaged
with your end user and understanding
context in the why and what they are
FRAMESTOCK/STOCK.ADOBE.COM
Commercial Integrator + Security Sales Sept/Oct 2023

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