Nightwatch owner Jeff Kesterson is partnering with local law enforcement on implementing an Emergency Response Platform (ERP) which gives police, sheriff and state highway patrol agencies in Sedalia and Pettis County greater accessibility and situational awareness at local school campuses.
A growing financial services and payment processing company headquartered in the northwest suburbs of Chicago was looking for a higher level of security and human resources accountability for its 5,000-square-foot facility. Ultimately, Debt Pay, Inc., Rolling Meadows, Ill., a Software as a Service (SaaS) Customer Relationship Management (CRM) provider which handles sensitive financial data, selected ScanPass® Mobile Credential powered by Connect ONE® as the access control and security management solution for the main entrance and select areas.
Dynamic Manufacturing is a 60-year-old, family-run auto-motive company (certified as an IATF 16949 operation and WBENC Woman Owned and Operated business) that for the 21st time in 2019 was awarded General Motors’ Supplier of the Year. With nearly one million square feet of floor space covering eight suburban Chicago-area locations, the end user needed a simple, comprehensive and intuitive way to manage security, access control and video.
The 130-student campus consists of a church, rectory with administrative offices and private school all on one large campus in a rural area of Green Bay. Each building had a unique set of different needs – accessibility, accountability, security and the ability to initiate lockdown remotely. The Parish priest and school administration wanted to implement a system that would be easy to use and provide for better identification and access control management without an on-site server – so they turned to the Connect ONE® cloud-based solution to meet those needs.
SIA consulted with Ken Kocher, president of Force Security Solutions LLC, Manassas, Va., a dealer/integrator who has been the organization's preferred security provider for many years. Kocher says SIA management wanted to easily and seamlessly provide security, access control and intrusion detection through a single platform.
Vista Health System needed an access control system which could be modular and accommodate a number of different areas of the hospital yet remain cost effective and allow a single interface for management and control. Connect ONE paired with the DMP hardware fit perfectly within those requirements.
Tenant buildings with elevators can be difficult to secure. How do you control access to individual and specific floors during the day or after hours? What’s the best way to provide the most comprehensive physical security for occupants around the clock yet not make access overly restrictive or cumbersome?
Gill Management owns and operates seven Burger King Restaurant locations. As you can expect they experience a high amount of employee turnover and need a convenient way of managing the user codes from their central office. Prior to using the DMP product with Connect ONE the cost and burden of having to drive to each restaurant to change a code was too great.
The art of the bundle. You’ve seen it presented in many different industries and by a host of service
providers. It’s a marketing strategy where you sell several products or services together as a single
solution. It’s a concept that can and should be easily extended to the security market because it means
more revenue and a closer customer relationship.
It’s logical that your customers are looking for a range of services for their business or facility – but they may not know it. They may begin a conversation with your company centering on the need for intrusion detection and realize that access control will bring additional accountability and control. Or, they decide they need to harness their energy usage with HVAC management, detect issues like standing water or perform other critical environmental sensing.
So, to begin with, don’t limit yourself to what the client thought they wanted – talk to them about how their facility can benefit from other services that are easy to add and highly attainable through a cloud- hosted platform and single management interface. When you’ve done your research and you know their potential pain points – you’re in the right place to bundle additional services.
Bundling is your best friend
A physical security system offers the perfect opportunity to add new services – and monthly revenue when you can show the potential client that the solution can help solve numerous problems or challenges they may be experiencing. Multiple services make for a stickier customer, while also preventing price shopping among competitors.
Start by conducting the proper due diligence on the customer as well an in-depth site survey and risk assessment. Apps for access control are quite popular now and perfect for customers who want to arm/disarm and lock doors. But why stop there? What about critical temperature, humidity, weather alerts or even asset tracking for equipment, tools, inventory or electronics? A cloud-hosted management solution can do all this and more.
As you know, the more you offer, the more the dealer and the customer are connected for the long haul. And when the day comes that the owner wants to sell and go enjoy life, more services equals a more valuable company.
Remember that central station monitoring alone does not provide the return it did years ago. Central station monitoring has become a low-priced commodity and the revenues have dropped significantly. Technology today offers so many more opportunities for integrators to add recurring revenue through services, yet some companies may not realize the potential that exists with every possible sale.
A simple and effective cloud-managed platform lets you add services without heavy lifting. Think about bundling when you call on a client - intrusion, video, access control, critical environmental monitoring, energy management and others - to add value and boost profitability.
Contact us today at sales@connectedtechnologies.us or call 866.976.3520 to learn how Connect ONE® can enable additional services and monthly revenue.
