Articles
VAR Opportunities In Security
August 3, 2009
Tony Sorrentino, vice president of sales for ScanSource Security, talks about multiple security opportunities for resellers in an exclusive interview with Business Solutions magazine President Jim Roddy.Download Podcast (right click on link to download)
Length: 9 min, 12 sec
BSM: To get into (the security) market, what’s the profile of that reseller?
Sorrentino: The first thing they would really need to do is understand networks and IP, and understand how to put together a network and all the back-office parts of that network. Ultimately what happens is that camera is just another node on the network, just like any other IP device. I talk to dealers all the time who are surprised a how simple this is. It’s not overnight simple, but it’s pretty quick for them to adapt and to pick up this technology.
If a reseller has that connection already at the end user with the IT department, they’ve got a leg up against maybe a traditional security dealer or somebody who has no relationship there. Every end user wants to protect their network, so if they have a trusted advisor that they allow on their network to install a point of sale system or a telecom system or data collection, whatever it may be, they want that one-throat-to-choke kind of mentality where they can allow just one person on the network that they trust as opposed to a bunch of different providers on their network.
BSM: What kind of markets have you seen here at ScanSource Security are the prime markets that are most fertile for this kind of security?
Sorrentino: There no doubt that there are really three that are really driving the growth of the industry right now, and that is healthcare, government and education, and the financial services area – banking and financial offices. Those are where the dollars are being spent, where there are grant dollars available through the different government programs that are out there.
This is only a portion of this exclusive interview. For the complete podcast, go to the media player at the top of this page.
