Sophisticated systems such as these often require a complex selling process. In this article, SDM talks with buyers as well as sellers of PSIM about that process, obtaining their advice on how systems integrators become more successful at sealing PSIM deals.
An organization’s interest in PSIM tends to be triggered by a specific event, such as a move to a new location or a merger, notes Dave Fowler, senior vice president of product development and marketing for Marlborough, Mass.-based VidSys, another PSIM provider. Another prime time, Fowler says, is when an organization has a security breach, especially if it’s highly visible — “or if there’s an unusual situation, like the plane landing on the Hudson River. That gets people to rethink how they do cross-organizational situation management.”