Security Sales & Integration May 2021 - 28

EXCLUSIVE!
Executive Interview
Paladin Looks to Be
All Integrated Things

We've
invested heavily
in our people to
either bring them
from enterprise
IT environments,
telecom
environments and
then develop
them to ensure
they're on the
leading edge of
the technology.

company we're partnering with, the character
of the leadership, and the fit. That's the most
important thing. Next is if they add or are complementary, do they bring us into a new geography? Do they add a new skillset in a specific
area where your technical expertise will gain? Is
there a new vertical it opens? Acquisitions remain an important part of what we do but we
look at them very carefully and where they add
that greater value.
Organic growth is where we're most proud
of because, simultaneous to that M&A strategy,
we've been growing as quickly or quicker beyond that. That's the scorecard of how we're doing as a team and how our marketing people are
doing because that is the fun part of the business
- growing. Organic growth allows all our team
members to have greater opportunities and fuels
the funds to make the next step forward.
How do Paladin Technologies' deep and
diverse capabilities play into its
marketplace advantage?
Morton: When we have multiple irons in the

fire we're almost always going against a competitor with only one iron in that fire. So it
provides us many more options to bring value
to that customer. Simpler supply chain, simpler
procurement chain, simpler project management delivery and reporting. It all leads to less
costs and risks for the end-user client. It feels
great to win more than one phase and most of
our teams are very good at it. If you bring us in
as an A/V expert, you're then looking over at
the security team or another technology team.
Our customers know they can rely on our experts not to overcommit and to expect the same
level of professionalism and expertise in all the
areas we serve.

David Sime: Generally, with the technologies

we're deploying there's some element of field
devices that then have to be transported on
a network. So there's synergy there. Then the
server and storage and software elements of that
application are common as well. That allows us,
say if we can get in with A/V and put a bunch
of devices on the network and backhaul that
and manage that traffic, then doing the surveillance or access controller or voice. It all just fits
into that same mold.

Continuing with the competitive
landscape, are there aspects of it that
you are really concerned about?
Joe Morris: Yes, sure. There are competitors

out there in different regions, markets and verticals. But we have really strong business units,
from marketing to technology to sales to project
management. That shows in the proposals we
put forward, in the communication with the
client and, if we are successful, the delivery on
it. There's lots of good competition out there.

Morton: We're very respectful of competition

and willing to learn and adapt. If we're not beating them, then we have to do better, be better
and earn the trust of the prospect to establish
ourselves further. There's always a route to being in a successful position. We're prepared to be
humble about when we lose a bid and we'll come
back stronger next time. We want to be that
local, nimble, service-oriented company, very
responsive to our commitments, yet with the
horsepower of a national. It's a delicate balance.

Sime: We're also cautious about Big Tech and
manufacturers going direct to the customer,
that model of bypassing the integrator the way

- David Sime, EVP of
Technology, Paladin
Technologies

A value-add that Paladin offers
clients is access to a national
design team.

28 Security Sales & Integration MAY 2021

SS2105 pp26-31 Paladin.indd 28

securitysales.com

4/16/21 11:36 AM

http://www.securitysales.com

Security Sales & Integration May 2021

Table of Contents for the Digital Edition of Security Sales & Integration May 2021