Robert Sawyer, president of AMAG Technology Inc., Torrance, Calif., addresses attendees at the 11th Annual Engineering Symposium in Florida this week.
Photo credit: Photo: Deborah L. O'Mara
The AMAG Engineering Symposium this week in Florida seemed to save the best for last when leading systems integrators from across the country joined the gathering for the Second Annual Reseller Insight Conference and roundtable discussions.
AMAG’s top integrators came together to provide input and gain additional prowess as critical customers to the company. AMAG Technology Inc. President Robert Sawyer kicked off their participation with comments on their role in the marketplace and the company.
“You are our primary customer—we only sell to you the integrator,” Sawyer said in his address to the attendees. “We consider consultants/engineers and third-party manufacturers our customers as well, but we only sell to integrators.”
“Integrators are critically important to consultants as well,” he added. The Reseller Insight Conference included a consultant roundtable in which these customers answered questions about the marketplace under the theme: “Know your Customer.”
Participating consultants stressed that they are interested in integrators’ areas of expertise and want to be able to rely on them for exceptional customer service. According to consultant-participants, the integrator who wins the business can expect to have a five- to seven-year relationship with the end user, so it’s critical that the reseller is thorough in their technical response and answers to issues that may arise.
Participating integrator companies included: Advanced Video Surveillance; Convergint Technologies; Gorrie-Regan & Associates; InterTECH Security; PSA Security Network; Safeguard Security & Communications; Security Equipment Inc.; Universal Protection Security Systems; Advent Systems; Operational Security Systems; PASEK Corp.; RFI Communications & Security Systems; Enterprise Security Systems; S3I; Spectrum Integrated Technologies; and The Protection Bureau.