There are many new technologies at ISC West this year. There are also some tried-and-true solutions on display. More mature products have the benefit of being fully vetted and battle-tested, which may make them a more comfortable choice for security customers. I had a couple of discussions on Day 2 of the show about the advantages, and possible drawbacks, of new products.
Jumping To Cloud
Embracing the cloud and recurring monthly revenue (RMR) requires that dealers transform their businesses to ensure success. Francis says dealers should dedicate sales resources to cloud offerings rather than expect everyone to sell the cloud, and there should be a base commission plan on RMR services in lieu of upfront project fees.
“Talk to professionals about your cash flow and understand how to capitalize on financing partners to ensure cash flow while investing in the RMR stream,” he adds. “And look for ways to reduce your costs to serve the customer base as your RMR increases.” For example, use of remote site diagnostics, configuration and support can avoid the need for expensive “truck rolls” that can undermine profitability.
Francis estimates that 30 percent of service companies in the U.S. security market have jumped into the cloud. Alarm companies, which are accustomed to the RMR model, are generally ahead of the curve, while traditional security integrators are lagging. “It’s a requirement to change or die,” he notes.
In the News
Covered on these news sites. Click image to read more.
Other posts that might interest you
IFSECGlobal.com: Drako’s Brivo Acquisition: What Does it Mean for the Security Industry?
Drako’s purchase will enable him to build upon his current stake in the VSaaS market which IHS forecast’s to reach nearly $1.3 billion globally by 2017 and is currently receiving…
June 18, 2015
Eagle Eye Smart Video Search a finalist for Benchmark Innovation Award
Eagle Eye Networks Smart Video Search is a 2023 finalist for the Benchmark Innovation Awards. The winners will be determined by your votes. Vote for Eagle Eye Smart Video Search…
August 3, 2023
Exclusive Interview: Ken Francis – Eagle Eye Networks
SME editor, Claire Mahoney, talks to Ken Francis president of cloud-based surveillance pioneers Eagle Eye Networks, who are opening an office in Dubai this year, about how off-premises surveillance can boost productivity and surveillance Do you…
January 7, 2021