The ROI of Face Time
SecurityXchange helps integrators and solutions providers achieve those goals and more, providing strategic sales meetings, new product discussions, business growth opportunities and networking – all in one place. Over the course of two days, top-level executives from systems integration firms meet privately with solution providers for up to 20 focused meetings. Additional networking opportunities are available throughout the day during the breakfasts, lunches and dinners. That’s a lot of “face time” to create and sustain relationships and find new solutions, which is SecurityXchange’s goal.
Finding New Solutions
Scott Sessions, vice president of Mountain Alarm, wasn’t looking for new sales software, but when he met with WeSuite at SecurityXchange, he found an unexpected solution that saves his company time and money and matches up with new developments the company was already undergoing.
Establishing Collaborative Partnerships
Rick Foster, director of marketing and sales, Quintron Systems Inc., went to SecurityXchange looking for exposure and hunting for new relationships with installers. Quintron was ready to end its 100 percent dedication to federal agency business and take its core product, an access control system broadly deployed in the U.S. intelligence community, and open up a commercial effort. In order to do that, Quintron needed integrators to help install, service and support it.
Strengthening Existing Relationships
“You can’t communicate with your customer too much,” says Paul Kluttz, vice president of sales, Installing Dealer Channel Team, HID Global. “As a company we are always open to having discussions with our customers, and we try to interact with them as much as possible.”
More for Less
Altronixâ€™s Forman on SecurityXchange
SDM: Why do you attend?
Forman: SecurityXchange provides Altronix with the opportunity to have our management staff face to face with so many key decision makers – all of whom are existing or potential customers. Additionally, meeting off-site allows meeting attendees to focus on business at hand without distractions from daily responsibilities.
SDM: Why does SecurityXchange remain relevant in a challenging economic environment?<p>
Forman: It allows us to mine new directions for product development by listening to the needs of integrators based on their actual experiences in the field. It also allows us to keep up on the pulse of the industry.
SDM: What is the value of meeting with existing partners?
Forman: It is important to maintain an open channel of communications with customers. With most communications taking place these days via e-mail, it is often very difficult to conduct face-to-face meetings. There is no substitute for interpersonal interaction.
Find Out More
will be held at The Lodges at Deer Valley, Park City, Utah on August 1-4, 2010