Strong Partners Add Muscle to the Business

Company counts on good products, services and collaboration


“Whether as a result of naveté, or lack of understanding about the way the security industry is supposed to work, or simply our own personality traits—we thought becoming a “Partner” meant something,” Edmunds said.

It didn’t take these manufacturers and others very long to realize that Stone Security was different in that regard.

“We’ve thought a lot about changing our ‘partnering’ mindset and adding new product lines to our repertoire,” he said. But it did not feel right.

“We kept deciding that wasn’t the way we wanted to do business. We continued to build strong, loyal partnerships with what we determined to be the best products in the world for IP security,” he said. “We feel like this has been one of the keys to our success.”

That is not to say anyone at Stone Security thinks they have found all the answers.

“We anticipate continued strong growth and hope to knock the rough edges off of our business model,” Edmunds said. “We hope to continue to meet the high expectations of our great clients and partners in the process. We think we have the right people to do it.”

Aaron Heiner (co-owner) would love to see intrusion detection manufacturers be a bit quicker to adapt to network-based security systems. “We think DMP does a better job than anyone else out there,” he said. “However, there is still room for improvement to make them truly reside on the network.”

On the other hand, he gives kudos to recent advancements that made a difference is the ability to surpass the 100-meter limitation of network cable.

“The development by Veracity and other similar manufacturers to extend the distance (PoE) has removed a major road block,” Heiner said. He pointed to one of their clients who anticipates that he will be able to save over $200,000 on a project by using Veracity’s devices instead of undergoing major network infrastructure expansions.

The group looks in-house for improvement, too. Down the road, Edmunds said they imagine Stone Security will have much stronger offerings for the small business/residential market.

“For example, we see hosted/cloud surveillance and other recurring-revenue business opportunities as a bright spot for the future,” he said.

 

Curt Harler is a regular contributor to SD&I magazine; he can be reached at curt@curtharler.com.