Security Sales & Integration February 2022 - 40

Management
Dealer Program
Directory
VETTING ON YOUR FUTURE
As a security dealer or systems
integrator, why should you consider
aligning your company with a dealer
support program? And if you do decide
to take that journey, what might be the
best path to take to vet out the one
that makes the most sense for your
business?
Following is how a few insiders
suggest resolving with these critical considerations
that could shape your firm's
future and fortunes.
▶ John Yazigi (Video Security &
Access Control, Motorola Solutions):
" When selecting a dealer program,
assess the product and technology
offering, the addressable market those
technologies serve and the pricing and
resources available to you. Choosing
a manufacturer with cutting-edge
technology and an end-to-end offering
that's built on an open platform will
help provide the best solutions to solve
customer problems across a wide
range of verticals, providing the most
opportunities to grow your business.
Selecting a manufacturer that offers
NDAA-compliant solutions deployed in
a large customer base can give you the
confidence that the solution is trusted
and proven in the market. Last but
not least, consider the resources and
program benefits like competitive pricing,
marketing tools, lead sharing, training and
support from a dedicated sales team. "
▶ Rebecca Adler Greenwell (Genetec):
" A channel partner program should
be designed to help you be profitable
and grow your business, along with
product and services that support
your customers' security requirements
and goals. Program benefits that
reward sales performance, technical
expertise, and loyalty should improve
products, information and training
available at the manufacturer's
distributor locations, which provides
dealers with greater product knowledge
to support selling and installing
security systems in the field. All these
benefits and more ensure a dealer has
a solid support system throughout
the sales process, from the consulting
and design phases all the way to the
system installation and troubleshooting,
enabling them to provide outstanding
service to end users. "
over time as the partnership grows.
For long-term profitability, set yourself
apart as an authorized partner with
access to an offering that allows you
to find new markets and easily capture
new opportunities from your existing
customer base. "
▶ Justin Demek (Guardian Protection):
" A dealer should get involved with a
dealer program to maximize their revenue
and find a home for security installs
to be monitored by a quality, reliable
monitoring center. There are quite a
few programs out there so an owner
should perform due diligence on any
program that he/she is considering, prior
to making a decision. If I were looking
to become a dealer, I would look for a
reputable program with an easy platform
to integrate into my company. Making
changes in any company is challenging, so
finding a partner that makes it an easier
transition would be key for me. "
▶ John Xiao (Hikvision): " Participating
in a dealer program affords integrators
special attention and pricing that can
help them to stand out and be more
competitive in a crowded market. It
also offers them preferred access to
▶ Rick Koscinski (Honeywell): " Dealer
programs are ideal for a company
looking to expand its footprint, deepen
its solution offering and expertise, and
grow its business through a strategic
partnership with an established
vendor. A successful strategic growth
partnership leverages shared business
goals, collaboration and support for
every level of the sales cycle both
internally and externally. Look for a
regionally diverse membership built on
mutual growth with opportunities for
education and networking, where active
partners can gain access to insight in
technology advancements, exclusive
training and professional development. "
▶ Mike Taylor (Identiv): " When
considering joining a partner program,
dealers should vet the platform by
looking for these key items: do they get
leads, does the program offer discounts
for the most loyal dealers, and is the
program exclusive? Why does this
make or break a program? Nothing is
more indicative of a partnership than
getting leads from the manufacturer.
Your loyalty should directly determine
the discount you receive and the value
should be exclusive to dealers who
commit fully. " SSI
40
Security Sales & Integration FEBRUARY 2022
securitysales.com
NUTHAWUT/STOCK.ADOBE.COM
http://www.securitysales.com
Security Sales & Integration February 2022

Table of Contents for the Digital Edition of Security Sales & Integration February 2022
