by Bill Zalud
April 1, 2008
According to Noelle Britton of Siemens Building Technologies, Inc., you should expect that your integrator will guide you toward a custom solution tailored to meet your needs.
- Desire to develop long-term partnerships. The strength of an integrator is measured by the ability to develop long-term strategic partnerships with you.
- Segment-specific knowledge. It is imperative that your integrator knows your business as well as you do.
- Certification. Your integrator should promote a culture of continuing education that focuses on bringing value back to you, the customer. Certification assures you that the integrator’s staff has a deep knowledge of the industry and products/platforms.
- IT/IP knowledge. With the convergence of physical security and IT, and the abundance of IP products on the market, your integrator must know how to converge these two silos.
- Exceptional customer service. It is not enough for your integrator to simply design and install your security system.
- Broad organizational capabilities. Your integrator should have the capabilities to deliver a solution on a global, national level and a local level. Integrators with such breadth can share best demonstrated practices between staff and across regions and markets.
- Best-in-breed portfolio. Security integrators need to have a robust portfolio of best-in-breed products that can accommodate different customers.
- ESP. While no one can predict the future, your integrator should keep a watchful eye on how your business grows and evolves so that your security solution adapts with it.
- Financial stability. You are increasingly making purchasing decisions based on a longer-term perspective. To that end, you should take into account the stability of an integrator.
- Industry knowledge. It seems obvious, but you’d be surprised at the number of integrators who don’t have an extensive knowledge of the industry.
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