End users ‘tell-all’ about integrators

May 9, 2012
Don't lead with product first, or you won't get the business

Just what does the end user look for in a systems integration firm? Is it all product and technical input? I’d have to say a resounding ‘no’ based on a number of factors.

You can find out more about this topic in the May issue of SD&I magazine, due out in digital edition on May 18th with print copies hitting mailboxes shortly afterwards. But look for two articles that address the topic, the Insider Intelligence column by PSA Security Network President and CEO Bill Bozeman and my editorial as well. Bozeman said that so many times salespeople lead with the latest widget when they visit a prospect—and never even ask about what the end-user is looking for in security and detection!

And my insights come from my recent ASIS media tour, a precursor to the ASIS conference, slated for September 10 through 13 in Philadelphia, and from visits with some high-level end user customers in the area—and they too say that leading with product is not the way to go! You can find out more in the May issue of SD&I magazine, http://sdi.epubxpress.com/.

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