Issue link: https://resources.genetec.com/i/1027901
What you need to succeed Running a successful business while finding opportunities for growth can be challenging. As integrators in the security industry, you need to continually expand your sales pipeline and stay current on new technology. You also have to differentiate your business and demonstrate to customers the value of operational excellence, maximum efficiency, and quality of work over lowest price. Customers are moving to standardize systems across multiple locations, protect against increasing physical and cyber threats, and reduce their infrastructure footprint. You have to figure out how to ensure satisfaction while making a profit. How can you achieve your desired result and still protect your profit margin? Developing a strong partnership with a reliable solutions provider can help you achieve your business objectives and provide a solid ROI. The Genetec Channel Partner Program, together with our portfolio of products and services and our commitment to innovation, is designed to help you both improve your margins during the initial sale and maintain your profitability over time–all while enhancing your customer's everyday operations. Manage expectations Accurately estimating project requirements and troubleshooting network infrastructure problems have never been easy. To remain in the black, you need to manage scope creep as well as the gap between customer expectations, the realities of what the technology can do, and what the operators will actually be able to understand. Protect against margin erosion A prospect's internet research and online social activity can reduce the perceived value of your expertise. At the same time, a lack of differentiators among suppliers can lead customers to make purchasing decisions based solely on price. As a result, they accept "good enough" products and services instead of buying what they really need. Set yourself apart The security market is changing as non-traditional competitors emerge, cloud platforms take over, and the premium market becomes saturated with lowest-common-denominator products. The challenge is to find long-term growth opportunities that will keep you top of mind to your customers and put your business on a path toward long-term profitability.