In recommending, selling and implementing such solutions, integrators face the challenge of justifying the systems’ substantial expense by offering prospective clients quantifiable estimates of expected return on investment (ROI). In the following pages, SDM discusses with manufacturers and integrators the kinds of information integrators need to make such an ROI estimate, and how they might be able to calculate ROI.
“Unlike the ROI of a voice processor, which is very easy to determine, is very generic and has a very clear ROI, with situation management it’s difficult,” he says “The integrator was accustomed in the past to selling a DVR or a camera, and that’s it. Now you have to take a different view of what the customer needs.”