Recurring Monthly Revenue for Integrators: New Services Provided by Integrator Support
“Integrator Support exists to provide services that security integrators can resell to their customers on an RMR basis,” said Jim Taylor, president of Integrator Support. “Recurring monthly revenue is a very powerful financial tool that helps increase cash flow as well as builds the underlying value in a company.”
Integrator Support has put together a toolbox of services that helps systems integrators create new revenue streams, increases the market value of their companies and maximizes their operational efficiency.
“We have created a business that will sell through the channel so the dealer profits,” Taylor explained. “We work directly with our channel partners to help them build their system integration business by using our services and financial programs.
Integrator Support provides remote monitoring services for video and access control systems that integrators can sell to new and existing customers. Using cameras, motion sensors and intercom links, system integrators can now offer clients remote guarding and video tour packages to generate RMR. “The Internet, combined with our advanced software, has allowed us to develop services that make remote guarding and other monitoring services cost-effective,” Taylor said.
“Integrator Support and the Interactive Video Monitoring Solution has given us at Intelligent Access Systems Inc. another value-added solution to our portfolio that we can offer our customers as a full-service systems integrator,” said Ken Friedline, project manager for Intelligent Access Systems. “The RMR can now be generated from our video systems as well as the existing alarm systems.”
Integrator Support is also using the benefits of the Internet in other ways. “We’ve placed all of our services for the integrator online,” Taylor said. “We are making it easy for integrators to do business with us. Salespeople and project managers are often on the road and need instant access to their jobs and information. Via our Web site, dealers can obtain all their quotes, begin the job-start process, manage the project and print customized sales literature.”
Integrator Support provides a neutral Web site for dealers to showcase an interactive demo of the remote guarding services to their clients. The site contains no Integrator Support branding and can be customized for individual dealers.
The company also offers financial leasing and rental packages that allow integrators to finance projects and create additional RMR. Many integrators have not developed an RMR program, instead focusing on sales one contract at a time. “There are a lot of very good companies that could be even stronger by adding recurring revenue to their sales stream,” Taylor added.
Prior to taking the helm at Integrator Support, Jim Taylor was owner and president of White & Associates Electronics Inc., a commercial and industrial security contractor in Lexington, Ky.
Integrator Support is headquartered in Westminster, Colo., and provides services worldwide. More information is available at www.IntegratorSupport.com or by calling (877) 421-6963.