Commercial Integrator + Security Sales Sept/Oct 2023 - 90

SSI
MANAGEMENT: END USERS SPEAK OUT
trying to accomplish is key to being able to
give your end user the best guidance. "
Advisible to Be Advisory
It is also critical for integrators to proactively
communicate new technologies and
capabilities while continuing to educate
their end-user clients on emerging solutions.
It is all about being a consultative
partner and trusted advisor.
Waltz responds with a resounding,
" Yes! It's important to work closely with
your integrator and attend security trade
shows together to discuss your business
challenges and solutions. "
Westbrook points out that she doesn't
care for the unsolicited communications
for product sales but does like the educational
sessions about products being
offered regularly or through a recorded
session so that she's able to fit them into
her schedule.
" I find the industry conferences where
the technologies are on display and in test
environments to be very helpful when
searching for new solutions or technologies, "
she says.
" The products my integrator - who
understands my organization, the specific
problems I am trying to solve and what
products are compatible with my systems
- recommends is one of the most helpful
methods for identifying solutions, " says
Westbrook. " My integrator provides insights
into other clients' experiences with
various products, as well. "
Listen and Respond
For a commercial end user, one bad
or unsatisfactory experience with an
integrator can affect how they view and
interact with subsequent providers.
That can either ultimately improve or
sabotage those relationships, security
viability and customer satisfaction.
Brown reports that, in the past, his
company has had troubles with response
times from vendors.
" I look for the ability to develop a longterm
relationship with a security provider
- that is where trust can be fostered.
Long-term relationships allow a vendor to
not only understand the business needs
more effectively, but it also puts them in
For a commercial end user, one bad or unsatisfactory experience with an integrator
can affect how they view and interact with subsequent providers. That can either
ultimately improve or sabotage those relationships, security viability and customer
satisfaction. Being responsive can help integrators earn five-star ratings.
a position to be proactive with changing
needs and technology. "
Waltz adds that the integrator must
have good communication skills, including
with their subcontractors. They should
partner on cost-effective solutions with
leading technology, and steer away from
soon-to-be obsolete systems, she advises.
They should also present new technologies
to enhance safety and security.
Systems should assist with security, safety
and operations to make the most use of
business funds.
" As with any relationship, communication
has played and continues to play a key
role in the success of my relationship with
our security integrator, leading to many
successful projects and new equipment
deployments, " Westbrook notes. " Clearly
communicating what is important to you
as the security leader or risk manager
helps your integrator understand the
urgency around certain system issues.
" Providing clear context also helps your
integrator know how to properly operate
with other key internal stakeholders to
accomplish equipment deployments or
upgrades timely.
" It is also important to remember that
" It's important to
work closely with
your integrator and
attend security trade
shows together to
discuss your business
challenges and
solutions. "
- Carey Waltz, Head of
Corporate Security,
North America, Linde
90 Commercial Integrator+Security Sales & Integration | Sept/Oct 2023
your security integrator succeeds when
you succeed, so ultimately you are both
after the same result. I try to approach any
issues that might arise with my integrator
as an opportunity to solve a problem together
by leveraging everyone's strengths.
In our business, it feels like everything
is an emergency sometimes and I have
found that by approaching issues with a
level head and partnering with your integrator,
solutions are not hard to find. " SSI
ERIN HARRINGTON has 20+ years'
security industry media experience. Contact
her at erinharrington1115@gmail.com.
NATATRAVEL/STOCK.ADOBE.COM
Commercial Integrator + Security Sales Sept/Oct 2023

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