Bringing value to a systems integration relationship extends well beyond designing a solution, creating a parts list, and executing an installation flawlessly. Those are critical components of the relationship, no doubt. However, knowing the market, looming threats, new technologies, and all the data behind these topics adds significant value to your position as a trusted advisor and subject matter expert.
So, in this part of our series, we are talking about using industry data and statistics to add value, build a relationship, and become a thought leading team.
Why sharing industry statistics matters
Security, safety, and other relevant data is available widely. And, while it seems on the surface to be fluff for news stories, it really matters to the decision-making process your customers are going through.
For example, if your security manager customer needs an upgrade to her failing security camera system, you could provide the relevant data about crime statistics increasing across the country or in that region.
You could talk about the national statistics of workers or visitors injured at facilities and how the litigation result can impact a business’s bottom line. Her human resources department may be very interested in reducing workers compensation claims and may be willing to help fund or support an improvement in surveillance. It may surprise your team to learn how helpful your information may be when it comes to selling a desired or necessary technology upgrade to other internal stakeholders of your customer.
Likewise, using the data and statistics proactively within your digital marketing efforts set you apart from the competition.
However, without the data and statistics, a story is anecdotal.
Consider gathering statistics about:
- Burglary, assault, and other crime trends in a region
- Workplace injury days off reduction
- Workers’ compensation claims reduction
- Visitor and contractor injury reduction
- Impact of theft and injury on the bottom line
- Cost of internal theft to companies
- Costs of not fixing a potential cyber security risk in systems software or device firmware
- Potential fines and penalties for non-compliance
- Insurance cost reduction by implementing technology to reduce risk
By the numbers
Backing up your team’s statements with data and statistics can reinforce their messages and meetings and position them and your company ahead of the competition as a trusted advisor. Gathering the statistics may be simple in some cases, and more difficult in others. Our team is here to support your marketing efforts to include providing and promoting data and statistics related to your business.
Contact Vector Firm today to discuss your content production and marketing needs.
