Security Business

MAR 2019

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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92 Security Business / / March 2019 Your Business 10 keys to making the right moves and avoiding potential pitfalls when adding a new service or technology to your offering By Kirk MacDowell If I have one bit of advice to share after 38 years in the security business, it is to use caution when launching a new product or service. Many years ago, when I entered the electronic security industry, I was young and naive. I quickly joined my local, state and national alarm associations for guidance and to seek out mentors – by far, it was one of the best decisions I made in those early days. That was 1980. I found myself partnering with my “trusted” alarm panel providers and listening intently to what they were saying and how to best position my company for our mutual growth. Enthusiastic and energized, I was ready to go where no alarm dealer had gone before; however, I was a bit too naive and made some grandiose mistakes – the product was not ready, the roadmap was not sound, and I failed to ask the right questions. I concluded that just about every manufacturer had their spin on how to conquer the world or how to take my hard-earned money. Then, I went to work for a manufacturer for nine years, and later a Software as a Service (SaaS) provider for another four. To be sure, the folks I worked with had the best intentions for their integrators – but the issue, as I see it, is that every dealer/integrator has multiple vendors all vying for their business, which equates to numerous people hoping you “chase their shiny penny.” Making the right decision when adding a new product or service to your repertoire – at the right time with the best partner to ensure a positive outcome – is key to success as an integrator. Follow these 10 steps…and avoid the potential pitfalls as well: 1. Ensure the manufacturer’s product or service aligns with your company’s strategic direction. All too often, I find that integrators let their vendors drive internal strategy. Don’t get me

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