Every successful security integrator is looking and preparing for the next big industry game changer.

In the last installment of this column, “Who Owns the Customer in a Cloud Model?” (www.SDMmag.com/who-owns-customer-in-cloud-model), I described posing a question to a group of attendees at a cloud partners conference about who owns the client in the cloud — meaning which person and/or organization is strategically invested in assessing a client’s needs, delivering on them, and assuring their success based on their investment.

Company leaders should also be excellent communicators; indeed, communication should start with the head of a business. A great owner needs to set the company’s agenda, goals, and priorities. If you are not a natural communicator, as an owner or supervisor, you should either learn them, or find someone who is a great communicator to help you.

Tyco SimplexGrinnell was selected by Confirmit to receive both the 2014 ACE (Achievement in Customer Excellence) Award and the 2014 ACE Award for Best Use of Feedback Solutions. The awards were presented at the annual Confirmit Community Conference held in Orlando, Florida.

Protectron will continue to be headquartered in Montreal under ADT’s ownership. The company enjoys strong brand awareness and ADT will continue using the Protectron name.

Retention is the magic to your personal and professional growth. If you cut nickels and dimes to close deals, you simply have to sell more and more customers to pay the bills.

Marketing with your Customer Resource Management database is the next step in growing your sales.

More important than the system installed is just about everything else, say end users regarding what they look for in an integrator. Of course, meeting a client’s needs has to do with the system: its capabilities and features; however, end users can find more than one integrator to install the same or similar system.