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Industry Voices

ARTICLES

Sales Principles

Defining ‘PowerZones’ Empowers Sales

August 15, 2012
As a salesperson and sales executive for the past 30 years, I’ve seen great salespeople do wonderful things. I’ve observed how one person could exceed their sales targets consistently while others with the same product would struggle. During my own career as a field salesperson, sales team leader, and company president (actually a combination of all three), I’ve worked the sales process daily and have experienced nearly every example within this context learning from my mistakes along the way.
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Business Strategy

3 Key Growth Elements for Small Security Integrators

July 23, 2012
Local and regional integrators that face a choice between expansion and annihilation by the global players have an uphill battle to fight. Facing down the giants requires some intelligent uses of key market principles including: niche identity, co-branding, and planning for modest growth.
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The 2G Sunset Has Begun

January 17, 2012
In response to consumer demand for faster speeds and greater bandwidth, national cell carriers in early 2011 revealed their plans to migrate fully from 2G to 3G mobile telecommunications. The implication is that the phasing out of 2G–GSM technologies has begun. This forthcoming “2G Sunset,” during which GSM and GPRS technologies will be rendered obsolete, will have sweeping implications for our industry.
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A Channel Partner’s Role in Brand Building

December 19, 2011
Can a dealer or integrator play a significant role in building the brand of a manufacturer? Think about it. Brand building is a function of products, people, services, support and customers. Channel partners are a huge part of the brand.
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Profit Model Drives Insurers to Stricter Loss Control — With Eyes on Security Tech & Processes

November 14, 2011
The Insurance Loss Control Association represents the loss control professionals in the insurance industry — the eyes and ears of the underwriters. As investment income has plummeted in the past decade, the insurance industry profitability model has undergone a radical change. Moving from the back seat, loss control is now the focal point in the drive for profitability.
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One Focal Point of Home Control: YOUR SERVICE!

April 29, 2011

It’s no secret that the electronic security industry is heading down some new roads. The weakened economy since August 2008 has affected sales, and forced installing and service companies to ask some deeper questions regarding how to provide value.


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BLOG: Going Green with HID Global

April 22, 2011

Corporate America has entered an age when corporate social responsibility is more than just an altruistic pursuit. Companies of all sizes, in all industries, are feeling pressure to save money and simultaneously meet the growing demand for environmental responsibility and accountability.


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BLOG: Do You Know the 5 Hidden Ways to Go Green With Video Surveillance?

April 22, 2011

Is the physical security industry doing its part to reduce our environmental impact on the world? Being green is all about using fewer raw materials and expending less energy.


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Truest Grit

April 12, 2011

Construction and maintenance pros, do you have what it takes to takes to excel today? I'm not talking about aggressive cost cutting or crazy-efficient management techniques. Chances are you are already doing those things.


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ONVIF Spec Gains Momentum

April 12, 2011

Systems integrators searching for compatible products to build a best-of-breed IP security solution for a client now have the luxury of choosing from nearly 700 different interoperable surveillance products based on the ONVIF specification. 


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Multimedia

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Podcasts

ADS' Mahler Discusses His Retiring
Mel Mahler, after 22 years with ADS Security, Nashville, Tenn., has stepped down as chairman and CEO to enter retirement. He speaks to SDM about the factors that led to his decision to retire, retirement plans, and reflections on his security career.
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Workplace recycling

Workplace recycling can save money on supplies, conserve natural resources, reduce waste disposal costs and better position your company as an environmentally-conscious business. Where is your company at?
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Clear Seas Research

Clear Seas logoWith access to over one million professionals and more than 60 industry-specific publications, Clear Seas Research offers relevant insights from those who know your industry best. Let us customize a market research solution that exceeds your marketing goals.

THE SDM STORE

SDM Top Systems Integrators Report
2010 Top Systems Integrators Report
The SDM Top Systems Integrators Report ranks, by total annual revenue, the largest U.S. firms that contract electronic security projects for commercial, industrial, institutional, government, and other non-residential markets.
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