Insider Intelligence: Make Security Purchases Look ROSI

Oct. 1, 2013
Learn to help your clients prove return on security investment at this ISC East educational seminar

Salespeople have a lot to learn. In the physical security world, just trying to keep up-to-date on advancement s in technology can be daunting. Throw on top of that a demand for some kind of return on investment (ROI) for these technology investments and many sales folks will plead: can’t you just give me a formula for that? The answer is: absolutely.

A simple internet search on the term ROI will yield you many results defining a formula from sources as diverse as investor web sites to YouTube videos on the topic. The problem is, many business experts would agree that it is difficult to accurately calculate ROI unless you take into account multiple factors influencing the figures, including the sustainability of the positive outcomes projected.

Security directors is just about any market are challenged with selling technology upgrades, installations and improvements up the ladder. When it comes to making the business case for security investments, upgrades and retrofits, being armed with hard numbers — ROI — goes a long way to making a case.

The good news is we are here to help you do just that. PSA Education by PSA Security Network will feature an impactful PSA-TEC at ISC East educational program for you called Selling Return on Security Investment Effectively. The one-hour seminar will be held in New York at the ISC East Show on Nov. 20 at 10 a.m.

This is not a finance workshop; rather, this seminar is for anyone who must sell security products or services in today’s new convergence market. It is also for security and/or IT department heads who must sell a converged security solution to upper management. Demands for regulatory compliance, increased productivity, and reduced administrative costs are driving the security buyer to tie security technology decisions closely to business operation strategy. Implementing security solutions requires in-depth knowledge of not only the technology, but also of supporting processes and organizational requirements. Join us for an impactful program that will leave you better prepared to gain senior management support for a security project.

Paul Boucherle CPP, CSC, a corporate consultant and executive coach with more than 35 years of diverse security and safety industry experience, will teach you Return on Security Investment (ROSI) principles, and explore several advanced techniques in verifying and classifying information gathered, asking better questions, mapping organizational dynamics, enhancing listening skills and polishing presentation skills — all with a goal of defining ROSI and the factors that influence it.

Boucherle has successfully guided top-tier companies in achieving enhanced ROI resulting from improved sales and operational management techniques, and he has in-depth experience with UL central station operations, risk vulnerability assessments and strategic security program design. His strategic approach to convergence strategies is reflected in his hands-on experience as a pioneer in the security and technology fields and as founder of security consultancy Matterhorn Consulting and high-tech firm Digital By Design.

For more information about the seminar, please visit ISC East will be help Nov. 20-12 at the Javits Cetner in New York.

Barbara Shaw, CPLP, is Director of Education for PSA Security Network. To request more info about PSA, please visit