Security Sales & Integration November 2022 - 31

ery day. Since our first customer in 1998, we
have never required our customers commit to
a long-term contract for service, " says EMC
Security President Vince Raia. " With no contract
to 'hold' the customer, we have to remain
intently focused on every single interaction, be
it initial sales, technical support, monitoring
response, service response, after hours. All must
be as close to flawless as possible, or we risk losing
our customer. "
Based in Suwanee, Ga., EMC Security is
owned by member-owned electric service providers
Jackson EMC, Walton EMC and GreyStone
Power. Having grown 85% organically
from one to more than 60,000 monitored customers,
the 125-person company's projected
$30 million in 2022 revenues will be derived
from a mix of approximately 63% residential
and 37% commercial accounts throughout
Georgia. In recent years, EMC Security's broad
portfolio has further expanded into commercial
integrated services.
" This year is looking particularly good. Overall
revenue is expected to grow 8%, setting a
new company record, " says Chief Revenue Officer
Michael Morton. " Supply chain has slowed
some projects but appears to be getting better.
Residential customer growth is slower than hissecuritysales.com
toric
levels, probably due to the number of new
service providers outpacing the growth of new
customers. Commercial is expanding as EMC
Security continues to be recognized as a quality
service provider for commercial midmarket. "
Security Sales & Integration spoke with Raia
and Morton to gain more insights into EMC Security's
intriguing operational structure and find
out how it has weathered the ups and downs of
the marketplace while continuing to evolve. They
are joined by Operations Manager John Reeves,
Director of Communications Jennifer Kimble,
General Manager Gene Musco, Services Support
Supervisor Lauren Dean and Controller Chuck
Davis. In conversation it becomes clear why so
many Georgians choose EMC Security.
Could you elaborate on EMC Security's
somewhat unusual structure?
Vince Raia: Before electricity was really available
in some of these areas, investor-owned
utilities weren't in a position to go out to small
communities and provide services. With help
from the federal government for funding, these
EMCs were formed to serve the members in a
very unique way. We are built upon that same
kind of foundation where we're all about serving
members, taking care of customers as an
NOVEMBER 2022 Security Sales & Integration
31
Above (l-r): EMC Security's
leadership team Jennifer Kimble,
marketing & communications
manager; Gene Musco,
commercial GM; Michael
Morton, chief revenue officer;
Chuck Davis, controller; Vince
Raia, president; Lauren Dean,
service support supervisor;
John Reeves, operations
manager. (Below) All EMC staff
is provided with wireless
connected company tablets.
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Security Sales & Integration November 2022

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