As a security dealer, there are definitive benefits to partnering with vendors. Authorized dealers, integrators and resellers can access services for their clients — such as customer support — along with essentials for the business itself, including technical and sales training/certification, custom marketing programs, and of course, discounts on equipment purchases. Many vendors also provide lead generation — the essential ability to tap into new customers and markets.
Beyond those benefits, partnering with vendors enables security dealers to leverage those often well-known names to grow their business. Dealer programs aren’t necessarily there to take over or change a security business, but they certainly help you deal with and navigate the fast-paced changes of security technology and services.
As a service to our readers, SD&I solicited security vendors to get an update on the active dealer and reseller recruitment programs in the industry. The following is an alphabetical roundup of the programs that were brought to our attention, with a brief description and link to learn more information. Of course, this is not a comprehensive list; thus, you are encouraged to check with your favorite vendors to find out if they have an active program.
The ADT Authorized Dealer Program offers many advantages, including: the powerful ADT brand name; ADT Pulse interactive solutions; a new funding grid for dealers that offers attractive, competitive and quicker funding; comprehensive marketing, sales and operational support, state of the art training, and tools to expand to other markets; free marketing with customizable materials; streamlined operations through a comprehensive web-based system; and hands-on courses to help dealers generate more leads and customers.
The Allegion Integrator Insiders Program provides a broad product portfolio that includes integrated electronic locks, readers and biometrics; system components like electronic strikes, electromagnetic locks and power supplies; and a host of system accessories — along with the technical support required to satisfy even your most demanding customers. The Allegion Rewards Program gives integrators who purchase equipment reward points that can be redeemed for valuable prizes.
Axis maintains a robust Channel Partner Program with many benefits, including sales support, marketing opportunities and a variety of educational programs. Integrator and dealer partners will realize enhanced sales margins and have access to project pricing, marketing collateral, system design tools and discounted “Not for Resale” demonstration equipment. Axis is also dedicated to spreading awareness of the latest trends in IP through classroom training, webinars, and the industry’s first professional certification in network video surveillance.
Bosch Certified Security Dealers (BCSD) program includes priority listing on the Bosch corporate website with a Dealer Locator tool to refer end-users. The program also includes a dealer-only website that provides access to product literature, promotional items, marketing assets, branded trade show booths to borrow, and discounts on other Bosch product lines. Bosch is preparing a re-launch of the BCSD program in January 2015 that will include a number of additional program benefits.
The exacqVision Certified Reseller Program is for systems integrators who sell, install, educate and support end-users with exacqVision solutions. Lead sharing, early product information, exclusive availability of enterprise-level products and technical/sales training are among the benefits. To be considered, companies need to be in business for two years, complete the Exacq Certified Reseller Application and achieve a predetermined sales goal to remain certified. Companies must have a certified Exacq Technical Engineer and certified Exacq Salesperson.
The Frontier Affiliate Partner Program benefits dealers with: New revenue streams through design, installation and maintenance of electronic security systems; ongoing training; cross marketing/ lead sharing; and technical support for purchased products. Partners should be an established reseller or electrical contracting firm with at least five years experience, appropriate licensing, a minimum of 12 employees and/or $1.5M annual revenue, and at least 30 percent of business must come from direct sales to end-users.
Genetec’s Channel Partner Program features four different levels: Certified Partner, Certified Elite Partner, Unified Elite Partner and Mobile Elite Partner. Advantages include in-depth product training and certification, valuable sales and marketing resources, and much more. Value-added and custom-tailored services include additional support in the management and engineering of small- to large-scale installations, personnel training and more.
Geutebruck is actively looking to sign up U.S.-based dealers for its range of video surveillance products. It is looking for technically competent dealers who specialize in vertical markets that are the best fit for the supplier’s products, including law enforcement, corrections, public surveillance, supply chain, distribution facilities, logistics, energy/utilities, medical and educational facilities.
The HID Advantage Partner Program helps partners grow their market reach and business profitability, and secure new opportunities in key vertical markets and emerging regions. At the center of this successful channel model is a non-competitive strategy that fuels collaborative relationships and drives mutual success. Participating partners benefit from the program’s streamlined channel engagement model, which features a tiered structure for pricing, market development funds, training resources, leads, and early access to product and technology direction.
Honeywell Commercial Security
Honeywell Authorized Commercial Security Systems (CSS) Dealers are independent security companies that own and operate security businesses in North America. Honeywell has partnered with them to provide comprehensive security solutions customized to meet the unique needs of commercial clients. Through the program, dealers receive exclusive training and support to provide the most advanced technology and systems for commercial security applications.
Honeywell First Alert
Honeywell’s First Alert Professional (FAP) dealer program Authorized Dealers exclusively represent FAP and Honeywell security systems and are trained by the most experienced security professionals in the industry. FAP Authorized Dealers evaluate and recommend security solutions tailored to fit each individual security need. FAP Dealers represent managed geographic territories. If a geographic territory is open, interested dealers can apply to join the program.
Honeywell Integrated Security
The Honeywell Integrated Security (HIS) Dealer Program is designed to enhance the quality of support and services that are delivered to end-users from dealers. Participants benefit from differentiation in their competitive services, faster support response times and focused technical support resources. HIS Dealers participate in annual training designed to sell products including Honeywell’s Pro-Watch. Interested dealers must sell across all three Honeywell Security business units – intrusion, access and video – to be eligible.
IP Video Corp.
Participants of the ipVip Partner Program receive the best pricing and support necessary to deliver profitable solutions to their customers. With priority service levels, weighted partner discounts, a compelling demo-equipment program, co-branded marketing initiatives, a loyalty rewards program, and expert staff and technical/sales training.
Iveda has simplified its VSaaS offering for dealers and integrators for fast go-to-market strategy. The “Demo-to-Market Launch in 30 Days” Program shortens the going-to-market process and includes white labeling. This new service offering provides dealers and integrators with a new revenue source, while eliminating the need to build and maintain their own cloud infrastructure.
To participate in Tyco Security Products’ Kantech Dealer Program, dealers are required to obtain certification on all Tyco Security Products EntraPass security management software editions: the Special Edition, Corporate Edition and Global Edition. Which software an integrator plans to use determines the level of certification required. In-person training is required with additional training offer via a webinar.
Our integration partners work with LENSEC to provide the best possible video surveillance systems solutions for the end-user. Our partners excel at offering complementary expertise in areas such as situational awareness, force protection, active access control and response management.
Linear LLC recently introduced an exclusive dealership program for its embedded, IP browser-based Linear Enterprise access control system. Incentives unique to the program include specially-priced demonstration gear, co-op opportunities, a dedicated support line and other program value attributes. The program includes in-depth training, and enhanced sales and marketing support in the form of a lead referral program, product marketing and more.
The March Networks Certified Partner Program is focused on making it easier to run your business and maintain a competitive advantage in the market. March Networks partners benefit from a range of training, support and sales tools designed to quickly expand sales opportunities. The program offers three tiers of certification — Authorized, Gold and Platinum — to align more closely with your business and provide the level of support you need.
Metra Home Theater Group
Metra Home Theater Group has a robust dealer recruitment program that includes a variety of security products for its Spyclops line of surveillance solutions and its Ethereal line of home theater accessories. Benefits include Metra Money and free product credits earned on purchases in a variety of categories common to security dealers, including cameras, kits, power distribution, accessories, wiring, tools and more.
MicroPower Technologies’ certified partner program enables authorized system integrators to deliver and install a complete solar-powered wireless surveillance system for users that require surveillance in remote areas and outdoor environments in which power and network requirements have limited the use of traditional technologies. The company provides access to marketing resources, enhanced training support and other tools to help resellers maximize margins.
The Milestone Channel Partner Program features tiered partnership levels to meet the selling and support requirements of system integrators, resellers and dealers of all levels. Benefits and advantages of being a Milestone partner include: Enhanced margin levels; Increased partner level visibility status; Project pricing support; access to online partner portal with sales, presales and marketing tools management; Opportunity for marketing and public relations support; Access to Sales/Solutions Engineers; and more.
Mobotix has an extensive partner program with three levels — Registered, Certified and Advanced — each with its own different requirements/opportunities. The company updates its partners by with training and training documentation to keep them informed about the latest developments in IP video technology, home automation and methods for planning and sales. The program includes marketing material, PR activities, innovative products made in Germany, and contacts with new customers.
Instead of special programs, we stand by our infrastructure of dealer support, training, portfolio management, branding and stability. We emphasize the idea of partnership – helping companies to build their own brand – instead of competition with the corporate side. Dealers get the credibility by partnering with a nationally recognized company. Monitronics also provides a number of resources that assist dealers with their marketing and branding.
The iBridge Connected Home Dealer Program provides security dealers with everything needed to become a Connected Home expert, enabling them to take advantage of this rapidly growing, RMR-building category of services. Benefits include: Preferred pricing; sales and tech training; free marketing program and co-op advertising; exclusive consumer website; leads for authorized dealers; support hotlines; and annual meetings.
Open Options is actively recruiting in its distribution channel both domestically and internationally. Its limited distribution channel means they work with no more than two or three integrators in each market, which ensures there will be no price wars among partners that tend to drive down critical profit margins.
The Optellios Certified Partner Program (OCP) enables system integration partners to supply the most its Fiber-Optic Security Systems Management solutions. It includes a comprehensive Certification Training Program to help partners understand the application, design, configuration and instllation of its products. The OCP also provides sales support, marketing services, A&E development, technical support and services, lead generation and more.
Salient Systems Certified Resellers go through a qualification process and the company’s Certified Training course. They are looking for firms that display market-specific knowledge, a reputation for customer service, the ability to deliver solutions on a local, national and international level and financial stability.
The Samsung Techwin Eco Partner Program (STEP) includes Channel Partner status for systems integrators, installers and resellers. Benefits include: Additional discounts for registered projects; Co-marketing support for events, road shows, seminars or exhibitions; Lead information, which partners will develop into successful projects; Classroom training and web-based education for Samsung’s products and technology; Various promotional materials and other marketing and/or technical tools; Advanced replacement on Samsung network products; and Ongoing rewards and incentives.
SightLogix announced a new Certified Partner Program at ASIS 2014. The program differs from conventional reseller programs by concentrating on regional and specialized system integration companies who are more entrepreneurial in their approach to developing and servicing customers. The program offers qualified partners benefits ranging from lead development and technical support to special pricing and limited distribution.
The Software House Dealer Certification Program is an elite certification (Enterprise Partner, Advanced Integrator, and Certified Integrator) awarded to integrators who successfully complete its intensive training and evaluation program. Before being certified and admitted, integrators must have established procedures and a proven operating infrastructure by providing 24/7 coverage to the end-user, testing and diagnostics capabilities, remote/on-site troubleshooting resources, CAD or equivalent drawing and design capabilities, and an adequate in-house supply inventory.
The Sony Security Preferred Reseller Program ("SSPR") was created for system integrators, value added resellers and dealers. By becoming an SSPR, you will be entitled to exclusive benefits including access to sales tools, field sales engineering support, SPIFF incentives, eNewsletter and programs such as Project Registration Discounts, and Demo Equipment Discounts.
Supercircuits offers its dealers access to a comprehensive line of video surveillance products, access control solutions, and related accessories. All Supercircuits dealers enjoy unlimited access to its educational programs, including online videos and demos, live webinars and regional certification courses. Other benefits include lead generation, protected pricing and dedicated support.
The TeleEye Channel Partner Program is designed to provide partners with technical information and marketing strategies. We are committed to supporting our partners in every step of the way, from pre-sales, marketing activities to after-sale support services. We offer free training, sales and marketing tools, and resources that enable our partners to quickly learn about the latest technologies and applications.
The Telguard Advantage Program (TAP) is open to security dealers of all sizes and focuses on giving independent dealers the necessary products and sales tools to expand their portfolio and meet the needs of today’s rapidly growing mobile market. The program offers volume discounts that allow security dealers to competitively offer cellular solutions (landline alternatives) without sacrificing profit margins. TAP membership levels are designed to be easy to achieve and maintain without penalizing low sales volumes.
The Toshiba ProfitMAX reseller program is a comprehensive system of tiered support services that reward your loyalty. It includes specific goals to add value to your business by improving your margins and providing the best support available in the industry. Benefits include: Complimentary commissioning service; up to 7 percent quarterly cash rebates; demo program discounts; promotions; priority technical support and more.
Vanderbilt Certified Dealers receive extensive training in Vanderbilt product hardware and software, and are required to attend periodic re-certification courses in order to remain current with the company’s latest product enhancements and updates. Its product training is accredited by the Electronic Security Association (ESA).
The Verint Channel Partner Program helps our key system integrators become better equipped to provide innovative solutions and serve as a trusted, strategic partner to enterprise and critical infrastructure customers. As a member of our Channel Partner Program, we offer collaborative marketing, technical support and comprehensive product training that can provide new growth opportunities as well as satisfy customer requirements for innovative, end-to-end security solutions.