Security Sales & Integration October 2021 - 43

process and find that it's not worth it to make
a change. However, more than likely you'll see
the added value of a SaaS solution for your
organization.
Implementation Factors
When you're ready to move ahead, it's critical to
get buy-in on the solution from the top down.
If one person on the leadership team can drive
the " why " behind making this change, others
will come onboard.
The message needs to be consistent and focused
on improving efficiencies, increasing
scale and driving other ROI-related value. If
you don't have complete buy-in, you may get
pushback. In fact, some team members simply
may not use the new system if they don't understand
the reasons for the shift. That always leads
to failures in implementation.
When the time comes to implement a business
management solution, there's a lot of
upfront work to move to a new platform. It's
important that organizations look at the longterm
picture and benefit to the organization
down the road. Don't focus on the amount of
work needed to get the new solution up and
running. Sometimes you have to slow down
in order to speed up. It's a big undertaking to
move to a new solution. But it will be worth it
in the long run.
Additionally, it may be beneficial to run your
new system side-by-side your old system for a
period of time. This ensures everything is running
smoothly and that the transition has been
implemented correctly. If there's an issue, you
can simply fall back on the old system.
It's also helpful to have a dedicated point of
contact and system administrator to lead the
process of implementing the new system. Make
sure you have a project manager, as well. This
role is critical to help onboard the application
with employees, as is someone to own the administration
functionality moving forward.
Value of Integration
Finally, integration is a key factor in implementing
new solutions. It's common for organizations
to have separate systems for management
and billing software; job scheduling;
invoicing and accounts payable; customer relationship
management tools; alarm monitoring;
and workflow management.
For most security companies, the back office
is highly focused on a few core functions: booksecuritysales.com
keeping,
billing, scheduling and reporting.
These are typically organized with repeatable
business processes. Although many teams don't
often think about their back-office processes,
they can be the source of serious inefficiency
and resource waste.
You can't focus on growing revenue if you
have operational bottlenecks, time-intensive
functions and processes (or whole systems)
that aren't scalable. Integration of your financial
management and business operations in an
SaaS platform can allow for more time to invest
in onboarding new customers, planning for the
future, and growing your business.
Research indicates companies lose as much
as 30% of their revenue every year to inefficiencies.
Even modest improvements in operations
can boost the bottom line dramatically. For
example, simple things can help improve both
your processes and customer experience -
from the ability to effectively add RMR items
and automate recurring billing to simply adding
line-itemed dates of service for increased
visibility to customers.
Better yet, you can also save money by eliminating
unnecessary manual entry and repeatable
processes. Integrating your core functions
into a single system will improve efficiency and
strengthen your bottom line. SSI
JUSTIN DEBAGGIS is Director of Sales,
Financial Management Division, and BILL
BROUSSEAU is Director of Technology -
Stages, both for Bold Group.
OCTOBER 2021 Security Sales & Integration 43
Scattered data is the single
biggest problem security
companies face when it comes
to data visibility. If data isn't
housed in and analyzed from
one location, companies may
not see the full picture.
Even modest
improvements in
operations can
boost the bottom
line dramatically.
ANDREYPOPOV/STOCK.ADOBE.COM
http://www.securitysales.com
Security Sales & Integration October 2021

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