Our most popular program is Growing RMR. The objective of the program is to help security integrators increase their recurring revenue. Doesn’t sound very novel, does it? Why are our clients enjoying so much success? How is it any different than the many other programs or concepts that have failed in the past? Like the title asks … what is this program really about?
In one statement, our Growing RMR program is about the security integrator – not the security dealer or alarm company – a commercial security integration company and the three entities that are crucial to their RMR growth: their customers, their sales people, and their sales leadership.
So what, why is it successful? We’re successful because we understand that most security integrators are built to sell large projects – their sales people know how to sell projects, their compensation plans are built for projects, their quoting system and other tools have been developed for projects, and they take pride in selling the $150k access control systems rather than an $8k per month managed services agreement. We understand and appreciate how hard it is to shift from the project based business to a services based business.
How is it different? I invest 12 -15 months with our clients, focusing on making sure the process and tools are built, the sales people are trained, the leaders have the tools to measure and coach, and finally I help coach during the implementation. It’s different because we build a plan for the security integrator and I stick around to make sure it gets implemented… and it’s different at every account.
If your company is a security integrator and you’d like to increase your recurring revenue, let’s connect and see if we have a fit… click here to schedule a quick introductory call.
