*Originally published on SecuritySales.com Don’t rely on whether the subscriber has indemnity coverage; it’s better to be named on the policy and have your own additional insured coverage. Security industry attorney Ken Kirschenbaum recently addressed a question from an alarm company owner in his “Alarm Law” newsletter that addresses sensitive insurance issues around indemnification. The […]

*Originally published on CommercialIntegrator.com It’s time to shift several paradigms. Let’s begin with looking at how people buy today versus the recent past from a marketing and sales perspective. In our industry, the only people that don’t realize that we are experiencing a seismic shift in both marketing and sales are those that are not […]

*Published on CEPro.com As AV-over-IP solutions continue to grow in popularity, integrators would be wise to spend some time learning about cybersecurity standards and practices. Ever since the onset of remote work due to COVID-19, cyberattacks have been happening at an increasing rate. As organizations were scrambling to adopt new technologies and solutions to accommodate those […]

*Originally published on SecuritySales.com Life in the post-9/11 world means security technologies, systems, services and skills are more critical than ever before. Note: This column was originally published September 2011. Sept. 11, 2001 is one of those dates everyone remembers precisely where they were and what they were doing. When the horrifying images of jetliners […]

*Originally published on SecuritySales.com The transition to immediate communication has evolved beyond a luxury or novelty and into what most people consider a minimum requirement. A handwritten letter received in the mail communicates something beyond the actual words in the letter. It means the other person took the time to handcraft their words, organize their […]

*Originally published on SecuritySales.com While automation significantly increases efficiency and convenience for the end customer, the benefits for the systems integrator go far beyond this benchmark. Automated systems are becoming increasingly popular as solution providers offer better interoperability. For years, we have seen automated fire alarms that instantly alert authorities and enable quick response. We […]

*Originally published on CommercialIntegrator.com Integrators must understand how IT fits into the remote work equation in order to properly assess client needs in a cloud first world. About ten years ago, someone I worked with when I was in corporate IT as a consultant, reached out to me to hire an outsourced IT firm. The […]

*Originally published on SecuritySales.com There are a few key numbers that are valuable to know as owners plan and make investment decisions. One of those is the LTV. There are a few key numbers that are extremely valuable to know as owners plan and make investment decisions. One of those is the “lifetime value of […]

*Originally published on CommercialIntegrator.com New survey suggests an employer’s appetite for remote or hybrid work post-COVID depends on geography and the specific job. U.S. employers in major economic hubs like Boston are more likely to let their employees work from home at least part time according to a new hybrid work survey from staffing firm Robert […]

*Originally published on SecuritySales.com Go inside the selling process experienced by Doug Wilson, a former Minneapolis alarm dealer who decided it was time to exit the industry. Some days I feel my life is like a country-western song. Happy and sad. Contemplative and nonthinking. Satisfied and dissatisfied. All could be used to describe aspects of […]