Trends & Industry Issues

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Company leaders say the partnership will combine Google Nest’s hardware and services with ADT’s installation, services and professional monitoring network to create a more robust smart home experience for customers.

Motorola Solutions today announced it has completed the acquisition of Pelco Inc., a global provider of video security solutions based in Fresno, Calif.

The COVID-19 pandemic has the potential to dramatically change our customers’ security and video surveillance system needs. Where past concerns were primarily focused on intrusion detection, shoplifting and/or vandalism, and life safety, now added to these issues are concerns about the spreading of the coronavirus from proximity to an infected person. 

Living in today’s uncertain world brings many challenges and changes every day, but it also brings new opportunities for those willing to expand their business offerings and learn new skills. Security companies are trusted by owners to protect and care for their families through system installation and monitoring.

I’ve been leading security industry sales teams since 1983 to record levels of achievement. Over the years I’ve learned a thing or two about managing sales teams.

There’s hardly a person in the electronic security industry that does not realize the value of networking, but mention the value of actively networking with fellow industry professionals, and you get a mixed reaction.

The Internet of Things (IoT) is finding its intake into the security and safety industry.Developments around the IoT, if observed from a distance, carry along products andsolutions with a closer fit for its eventual users. Connectivity makes life easierfor users,leading to opportunities such as remote and predictive maintenance.

Taking a service-based approach hasn’t always been the norm for security integrators, but the shift from traditional project-based sales is making it a necessity. For so long, security decisions were made by security leaders; but as the lines blur between IT and physical security, and as more security devices need to find a home on the network, it’s crucial for integrators to work alongside both departments.

So much of my background comes from being an end user and working as an integrator. Managed services aren’t new for so many of us; but selling them can be challenging. Especially when you may be essentially trying to fit a square peg in a round hole, as many customers are used to buying technology, having it installed and then being left to “run” it.