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Security Dealer & Integrator
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Leading Integrators Discuss Partnering and Selling Value
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An integrator may pride themselves on being a “Jack of all trades,” but maybe that does make them a “master of none.” Sometimes they just can’t do it all alone and get the results they need for a satisfied customer and to fuel referrals. That’s especially true as the market moves to more technology driven systems and services. Here’s what the integrators we tapped had to say about partnering and adding value.
Who are you partnering with and how does this add value to the services you offer?
Becker: Because of all the convergence going on in the communications world we are able to provide many different solutions from a single, standalone system to a surveillance design for a school campus or a group of government buildings. Having divisions within our company provides us with the ability to meet the needs of a wide wide range of clients.
Brummett: We really have three different types of partners we look for: those who can provide value-added services which are built either on the IT platform such as voice, data and network infrastructure or who provide various “needs assessment” security consulting services; partners who are at the design phase of new construction projects and can specify product and/or subcontract the security portion of the project; and finally, those who can assist in the networking and marketing side of business development.
Gonatos: We partnered with builders before the downturn in the construction market. Now we have moved onto working more closely with large corporations where their needs are for access control and key fob and proximity systems. Working in these new areas allows us to diversify.
Kruglak: We are currently partnering with the firms that install our cabling systems.
Nelson: I partner with builders, electrical contractors, architects and engineers. Partnering allows us to be more involved with the design phase, and that allows us input into the specifics of what products and services will be used.
