Security Sales & Integration July 2023 - 18
Management
2023 Integrator
Exec Roundtable
to bring them a value that matches the value it
brings us to be a win-win. We can't just push it
for our own profitability without truly believing
it brings an improved result on the other end.
Once we get that, other people can see it and
fall in line. We have customers that maybe want
to move from CapEx to OpEx and it works for
their model. They want the newest stuff, which
can be leased in a we-own-it-you-use-it model
rather than a large capital investment.
There are many reasons we all are interested
in this, but we're not doing a great job of getting
our heads fully around it - all the way down
to the lowest level, the tech level, etc. On the
federal and government side of things, they're
a bit of a dinosaur sometimes. They are not the
most agile and adept at changing, but they are
changing. I'm seeing it with quite a few service
and maintenance contracts coming out now.
There's a learning curve for all of us to navigate.
Bradley: I believe we have to be very creative
right now. It's not the time to follow anymore.
To lead, we're going to have to experiment. I
love that. We used to do a lot of that. We had
very few real solutions. We were always trying
to solve problems. The problems are different,
but they're all around the management of data
today. Very little is around the hardware. Our
problems today are how are we going to manage
these networks? How are we going to support
them and how do we make money from it?
It starts with setting a minimum expectation
for margins, which is very much higher than it
ever was on products. When we talk about margin,
I have a minimum requirement of 50% to
60% on anything that's recurring. We learned
the job cost all of our recurring revenue products.
I treat them as I would a project. I can
evaluate every recurring revenue-based possibility
and decide from that particular customer if I
need to raise them or fire them. Can we continue
or do we need to move on to something else?
That's the only way because we're experimenting
with them. Project-based work is outcome
related. This is service-related, and service
is an ongoing process. We have to learn those
disciplines. SSI
2023 Dealer Programs
& Directory
Security Sales & Integration enlisted
several of the industry's foremost
authorities to help owners and operators
of dealer/integrator fi rms learn more
about available support programs.
In the directory portion, nearly
40 providers make their pitches to
partner with professional security
dealers and integrators.
Visit securitysales.com
to download your copy today!
18
Security Sales & Integration JULY 2023
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Security Sales & Integration July 2023
Table of Contents for the Digital Edition of Security Sales & Integration July 2023
Security Sales & Integration July 2023 - Bellyband1
Security Sales & Integration July 2023 - Bellyband2
Security Sales & Integration July 2023 - Cover1
Security Sales & Integration July 2023 - Cover2
Security Sales & Integration July 2023 - 1
Security Sales & Integration July 2023 - 2
Security Sales & Integration July 2023 - 3
Security Sales & Integration July 2023 - 4
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Security Sales & Integration July 2023 - Cover3
Security Sales & Integration July 2023 - Cover4
https://www.nxtbook.com/emerald/securitysales/august_2023
https://www.nxtbook.com/emerald/securitysales/july_2023
https://www.nxtbook.com/emerald/securitysales/june_2023
https://www.nxtbook.com/emerald/securitysales/may_2023
https://www.nxtbook.com/emerald/securitysales/april_2023
https://www.nxtbook.com/emerald/securitysales/march_2023
https://www.nxtbook.com/emerald/securitysales/february_2023
https://www.nxtbook.com/emerald/securitysales/january_2023
https://www.nxtbook.com/emerald/securitysales/december_2022
https://www.nxtbook.com/emerald/securitysales/november_2022
https://www.nxtbook.com/emerald/securitysales/october_2022
https://www.nxtbook.com/emerald/securitysales/september_2022
https://www.nxtbook.com/emerald/securitysales/august_2022
https://www.nxtbook.com/emerald/securitysales/july_2022
https://www.nxtbook.com/emerald/securitysales/june_2022
https://www.nxtbook.com/emerald/securitysales/may_2022
https://www.nxtbook.com/emerald/securitysales/april_2022
https://www.nxtbook.com/emerald/securitysales/march_2022
https://www.nxtbook.com/emerald/securitysales/february_2022
https://www.nxtbook.com/emerald/securitysales/january_2022
https://www.nxtbook.com/emerald/securitysales/december_2021
https://www.nxtbook.com/emerald/securitysales/november_2021
https://www.nxtbook.com/emerald/securitysales/october_2021
https://www.nxtbook.com/emerald/securitysales/september_2021
https://www.nxtbook.com/emerald/securitysales/august_2021
https://www.nxtbook.com/emerald/securitysales/july_2021
https://www.nxtbook.com/emerald/securitysales/june_2021
https://www.nxtbook.com/emerald/securitysales/may_2021
https://www.nxtbook.com/emerald/securitysales/apr_2021
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