"Opportunities for security inte-
grators to expand the value their
organizations offer are dependent on
their ability to become more custom-
er-centric," explains Eddie Meltzer,
CEO of Security Cloud & Mobile
Partners, a company whose mission
is to help security end-users and inte-
grators optimize their service and
support programs.
"Integrators need to refocus from a
project and hardware/soware-based
strategy (i.e. one-and-done and
transaction-based relationships) to a
well-defined services-based strategy
that focuses on the business outcome
Cover Story
How to piece together the perfect
combination to create a new path
to greater profits
By Ray Bernard, PSP, CHS-III
Managed
of their customers – more specifically
their customers' success," Meltzer
adds. "is will require some changes
to their organizations and an honest
review of what results and informa-
tion their systems are delivering."
e security industry's rearview
mirror will not be much help with
that thinking; however, there are three
places for integrators to look for clues:
IT managed services, a deeper under-
standing of customers' needs, and
advancing technology.
Many integrators have found
that the time to start the transi-
tion to becoming a MSP is now.
ere are many opportunities to start
T
o anyone reading
security industry
publications
and attend-
ing secu-
rity industry conferences
over the past few years,
it is clear that there is
strong consensus within
the industry that managed
services – particularly the
Managed Services Provider
(MSP) business model – are the
future for physical security systems
integrators. What is not so clear is
how soon such a transition will occur,
what the opportunities are to provide
managed services, and the first steps
to get started.
"Managed services" does not mean
performing fix-and-repair service
call response on a fixed RMR basis,
although a few companies have man-
aged to do that with certain custom-
ers. It is not about providing one-time
services like installing and setting
up products, and waiting for service
calls. Instead, it is about continuous
value-added service that is the basis
for continuous revenue.
Identity
Management
Device
Auditing
Remote
Management
Uptime Assurance
Proactive Ser vice
36 Security Dealer & Integrator / www.SecurityInfoWatch.com February 2018