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.

This means speaking the IT language:

Streamline processes. One thing that IT leaders need is the ability to streamline the process for network management and oversight. This means that IT departments will be looking for tools and solutions that make things like the addition of cameras and other IoT devices to the network easier with fewer steps.

Talk features. When you’re purchasing a new technology, you’re all about the features they provide, right? Same goes for IT leaders tasked with evaluating managed services options. Typically, they’re drawn to low-maintenance, high-speed, low-drag or latency products that easily integrate with other systems. Offering managed services that provide a feature-rich option will be a benefit to your business.

Show value. In some cases, IT departments may have bigger budgets to spend, but that doesn’t mean that all talk of return on investment (ROI) goes out the window. On the contrary, when talking cross-departmentally, being able to highlight ROI and total cost of ownership through a managed service approach will set you apart from your competitors. For example, in a GSOC environment, the ability to highlight advantages of an outsourced operations center as it relates to lower labor costs and added oversight can help drive home ROI.

Know cyber security. It goes without saying that one of the main goals of any IT department is keeping the network safe and secure from threats, which means providing thoughtful answers and recommendations on products that provide secure data transmission, regular threat vulnerability assessments, system monitoring and a proactive approach to potential threats. The right managed service provider can be instrumental in helping make the case for all of these. 

Focus on teamwork. At the end of the day, the goal is the same: keep the organization safe. Whether you’re an IT leader or physical security leader, the two departments share a common vision and aim toward ongoing risk assessment. It’s not about selling a product; it’s about establishing a partnership and offering a service rooted in a shared end goal. Managed, outsourced security services provide both departments with the tools and resources they need to achieve this goal by offering a way to not only protect critical assets and people, but provide continued network protection and threat assessments.

Security integrators must demonstrate the added value and benefit to both IT and physical security departments that are considering a managed service. Speaking the language is a necessary first step in making the sale and establishing a strong, ongoing relationship. — Contributed by Ryan Schonfeld, founder and CEO, RAS Watch

This article is a companion article to SDM’s Security Services feature. Read the full feature on Opportunities in Security as a Service here!