“It’s an extremely dynamic environment,” Wilson said. “There are a lot of things to understand to be able to talk to the market. These facilities are looking for ways to save costs and for more stable technologies. A good systems integrator needs to be able to build a roadmap for them so that they have a business driver to get the funding for projects. Referrals are a critical part of an integrator’s success; they do talk amongst themselves and want to build long-term relationships. You have to speak their language and understand their world. If you are successful, it’s a domino effect and can definitely parlay into more business.”
Editor’s Note: Each of the independent systems integrators in this story are a member of Security-Net, a global provider of security integration services with 50 regional offices and 1,200 security professionals across the U.S.