Leverage Your IP Expertise To Win Security Installs
By Jay McCall
An IT integrator’s networking expertise helps it win a $280,000 IP video surveillance install with a K-12 school.
When the leadership at Netech Corp., a large network technology integrator, made a choice to extend its IP networking capabilities beyond its Cisco unified communications and collaboration practice to include a physical security business unit, some may have been surprised. After all, the $150 million integrator was already running a very successful practice. What drove Netech into physical security was simply recognizing that its customers’ physical security needs were very much tied to the IP networking expertise the company already possessed — and there weren’t many video surveillance companies that had this same expertise.
Although the process took several months to identify the right resources, including hiring physical security expert Rick Zimmerman as its director of physical security, Netech’s decision has paid off. Today, nearly 10 percent of the integrator’s now $225 million annual revenue comes from physical security sales. Equally impressive is the advantage Netech now has over competitors that lack IP networking expertise.