Security Dealer & Integrator

JAN 2014

Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.

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ed to design the business for the future," Waterton recalls. They saw that future in electronic systems and started off with the usual access control and video camera installations; yet, Waterton is quick to caution that their business is not just about product. "Product is the outcome," he says, "of our effort to design and engineer bestof-class platforms for our client's business." He calls product "tonnage" and notes that they do not want to sell "stuff" but solutions. The ASG Path t o Va l u e st ar ted as a workflow system but became the comp a ny 's core metho d o l o g y. " W e have a Global Security Network of consulting and integration partners that help us provision solutions worldwide," Aronson says. In fact, they are happy to maintain relationships with multiple risk consultancies, four access control partners, multiple VMS partners and several camera partners. "Looking at all those vendors, the combination of solution outcomes is in the hundreds," Waterton says. This agnostic approach lets them be a true consultant and partner to their customers. That is topped by their test facility that allows them to review equipment and be sure it is what the client requires. "You have to stand in the customer's shoes — not just for a while, but have constant conversations with every member of the client firm from the CSO and CIO to the security managers and users, Waterton explains. "We are able to help managers define value." ASG is able to help them optimize their current approach, and divert investment from that effort to create added value. Partnering with ASG lets clients have a more resilient business and better business continuity. "Resilience is the ability for an organization to respond to any risk or challenge in the business," Waterton tells clients. "We help you establish a resilient and adaptable organization." Growth Challenges The security business has risks, too. One of the big challenges ASG faces is continuing to supply the best products and solutions for their clients. Waterton is wary of overcommitting. For example, take an integrator that immediately answers "yes" to a client's request for a 1,000-camera system. Waterton feels the first thing the security firm should ask the client is "why" they want the cameras. "If you say yes but fail to perform, you will erode your core service," Waterton says. "You shouldn't do that. "Don't extend beyond your ability to deliver at the level you need to perform," he continues. "If you shoot for the target you need to hit it. Otherwise, it dilutes the effectiveness www.SecurityInfoWatch.com | SD&I; | January 2014 Above: ASG asked their strategic Security Information Management (SIM) partner, OR3M, to create an intuitive Business Optimization Center for the grand opening of its new corporate headquarters. OR3M worked with ASG's Global Partner Program (GPP) executive, Mike Kobelin, to design a map that listed all the buildings of their campus and the technology that had been implemented for use in their security operation at each location. Left: ASG's sevenstep "Path to Value". 55

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