Security Sales & Integration

October 2012

SSI serves security installing contractors providing systems and services; surveillance, access control, biometrics, fire alarm and home control/automation. Coverage in commercial and residential product applications, designs, techniques, operations.

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in fi nancing and not in buying power or market support. " Giacalone says while the industry is no longer laden with the overwhelm- ing quantity of programs it once was, those that have spawned in recent times exhibit greater variety. "Unfortunately, dealer programs have a stigma that they are all fi nancing or acquisition programs at the core. Although some of them are, others are true support programs. If you need fi nancing then go in that direction. If you need more than that, make sure you attain what you need. " SERVING THE TECHNICALLY SAVVY As technological complexity continues to advance — and disrupt — the elec- tronic security industry, channel partner programs off ered by technology provid- ers have proliferated. T is has culti- vated dealers' and integrators' ability to increase the client base and the sale of products to existing accounts. Some vendor programs set a much higher threshold for participation based on skillsets necessary to design and in- stall large-scale networked systems. Part- nership benefi ts, however, can be very similar to traditional dealer programs, such as special business terms, train- ing seminars, sales and project support, extensive marketing materials, and leads and referrals, among others. As an example, Mobotix, a provider of high-resolution video systems, recently launched a channel partner program that goes beyond driving sales volume. Instead, a main goal of the program is to provide integrators with the resources necessary to compete for and win qual- ity projects. "For us it's not about quantity, it is about quality. We want to ensure that educated and certifi ed partners serve our end users. To do that, we provide our partners with the best support possible to improve their business transactions, " says Steve Gorski, general manager, Americas, Mobotix. T e multitier program addresses all partners, including integrators, resellers, installers and distributors. T e partner categories are broken down into (top) Members of the Monitronics Authorized Dealer Program take part in an educational seminar hosted by the third-party central station. Courtesy Monitronics (bottom) A key feature to some dealer programs are networking events and conventions where members gather to share best practices and receiving various training. Above, Mobotix hosts its annual National Partner Conference and awards ceremony. Courtesy Mobotix three groups: Advanced, Certifi ed and Registered. Participants have to prove a particular revenue level and attend certifi cation seminars in order to attain a specifi c partner level. T is allows them to take advantage of a range of benefi ts, including specialty training, sales and project support, extensive marketing materials, and more. In announcing its channel partner program last year at ASIS in Orlando, Fla., Verint proclaimed the off ering helps build a cadre of systems integra- tors highly qualifi ed to implement the most eff ective IP video systems for criti- cal infrastructure. T e program off ers sector-specifi c training, guidance and certifi cation for integrators that specify Nextiva video intelligence solutions. Once they are a channel partner, the integrator can apply to become a Verint Verifi ed Advanced Partner, which re- quires a strong background in integrated enterprise security systems. Among its benefi ts, project design support is of- fered as standard service. "Project implementation support is provided as a value-added service and as a continuum of the Verint support system, " says the company's director of marketing, Josh Phillips. "Verint-trained technicians can receive telephone sup- port and software updates, and as they balance their resources they can elect to bring our professional services to participate in system commissioning, OCTOBER 2012 / SECURITYSALES.COM / 57

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