Security Sales & Integration October 2021 - 34

Fire & Intrusion
The 3G Transition
services, be sure to inform them of the simplicity
of interactive services and mobile app
control. Real-time notifi cations of what's going
on at home or being able to see and interact
with people at your doorstep are value-adding
features for many of today's consumers. Be
careful not to simply upgrade the system with
something that adds no perceived value for the
end user.
McLerran: Consumers buy diff erently today
vs. 10-15 years ago. For many it's all about
choice. Th ey want to feel they have control
over their services
and what they pay.
Look at how cellular
companies have
evolved. Th e security
industry can no longer
aff ord to charge
$50/month for three
years and not expect
the customer
to question it when
they " never arm the
system. " Try a model
that starts
low and
builds as services are
added and continJohnson
Controls' Qolsys
IQ Panel 4 is said to deliver
industry-leading connectivity
and reliability on LTE, WiFi,
Z-Wave, Bluetooth, PowerG,
and legacy security wireless,
and includes an integrated IoT
processor from Qualcomm.
ue to add value over time. Many consumers
are ready for a new device every three to six
months. If you aren't staying in contact they'll
buy it from their favorite retailer, and it's unlikely
to integrate with your system let alone
add value in the service you provide. Th ose
dealers deploying ongoing nurture campaigns
to encourage usage and product/service expansion/diversifi
cation are winning every day.
What upgrade and panel communications
solutions does your company off er?
Sheff ey: Since our entry into the cellular communication
market, we have worked to bring
innovation to the category. Specifi cally fi re,
where we were the fi rst to create the universal
radio that could be powered directly from the
panel, which reduced installation time, labor
cost and the installation of a dedicated AC
circuit. We didn't stop there, we continued to
innovate adding many feature benefi ts that are
geared toward improving the installation process.
Th ese innovations coupled with Napco
quality and reliability have proven invaluable to
our StarLink dealers.
34
Security Sales & Integration OCTOBER 2021
Brody: For the commercial security and fi re
markets, Telguard has an LTE network upgrade
board for the TG-7 Series 3G devices in the
fi eld, allowing for an easy, aff ordable upgrade.
Th e integrator does not have to remove the existing
installed enclosure or power supply, and
the system maintains the site's UL certifi cations.
Telguard is off ering instant discounts on
residential and commercial cellular communicators
at participating distributors to help integrators
manage the migration costs.
Maher: What's important to take away from
cellular sunsets is that they will continue as
no cellular technology is immortal. We believe
the best option is a security system that
has a swappable cellular module that doesn't
become technologically inapt with each sunset.
Resideo recently launched its Advanced
Modular Communicator that off ers a seamless
upgrade ready for future cellular communications
technology. Resideo's ProSeries platform
includes that same swappable radio. Systems
connected over the Internet only or dual path
cellular/Internet are another option, with the
advantage of using Internet when the cellular
sunsets and as backup communication paths
to each other.
Hillenburg: At DMP we saw that one of the
most diffi cult parts of the puzzle was getting
the end user scheduled for an upgrade - communicating
to them and getting a time set up.
So we made a feature in the Virtual Keypad
App to message the appropriate users requiring
an upgrade. It provides the customer with
messaging the dealer wants and allows them to
schedule an upgrade right in the app. Th e dealer
can limit and select the times and number
of appointments based on a defi ned schedule.
Th is has been a very popular way for upgrades
to be scheduled, cutting out much of the backand-forth
to make the process smooth.
Mayne: Alula is easing the burden of upgrade
costs with a $99 credit for each BAT-Connect
used to replace a legacy/sunsetting communicator.
Th e credit off sets the monthly cost of alarm
signal forwarding and interactive services. Our
universal alarm panel communicator works
with most panels, including those from Napco,
Honeywell, DSC and Interlogix. BAT-Connect
enables extending the life of an existing system
with 5G-ready, CAT-M1/LTE-M technology
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Security Sales & Integration October 2021

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