Tag Archives: IP Integration

Consultative Selling: The Key to New Client Acquisition

This is a reasonable process map for the BtB sales cycle & pipeline management. It touches on opportunity analysis and sales strategy, where my passion lies. In this piece, I will build the case for a particular business model in … Continue reading

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Differentiating System Integration as a Service

Professional Services Role in Physical Security I find it interesting to note that most manufacturers in the security industry call their channel partners “Security Integrators”, rather than Security Contractors. It represents a fundamental misunderstanding of system delivery business models. Does … Continue reading

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A Vision for Effective Application of Technology

Common Technology Oversights In my experience, there are three very common discoveries when I reach out to new potential partners: A lack of awareness that their existing systems have much more potential functionality than they currently utilize. A realization they … Continue reading

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2015 Bicsi Fall Conference – A Security Vendor Perspective

As a Biz Dev Manager in the physical security technology space, Bicsi members are an important emerging channel. This year the trade show was particularly productive. This was a well-attended conference, with a particularly good showing from technology consultants and … Continue reading

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2015 ASIS Global Conference Review

The weekend recovery begins, after a long (but productive) ASIS focused week… This year I spent time walking the trade show floor and thinking about larger physical security industry issues and how the ASIS Conference is positioned. End-User Focused Event … Continue reading

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