Selling and installing security solutions is enough of a challenge under normal circumstances, but a global pandemic can really shake things up. For example, the video management systems (VMS) market was chugging along until COVID-19 reared its ugly head and changed everything.
“Then March came around, and of course, the narrative and the conversations we were having with customers changed significantly,” says Hamish Dobson, senior director, product management, Avigilon, Chicago. “The focus all of a sudden changed into, ‘How do we get our businesses back up and running safely?’”