As equipment prices have decreased and technology has improved, more and more customers are considering outdoor security. Integrators who are active in this market sector say they can make some reasonable margins, provided that the job is quoted and installed correctly. There also are opportunities to generate recurring monthly revenue (RMR) from this kind of work.
For some integrators, sales of outdoor and perimeter security systems are nearly always from existing customers. Others also get some outdoor business from referrals or through manufacturers who have been contacted by the customer. But whoever the customer is, integrators agree the customers tend to have one thing in common: They recently experienced a problem with theft, vandalism or other crime.