Securing New Access Control Business
By Brian Albright, Business Solutions magazine
Expanding into the access control business has helped this Texas integrator gain new clients and generate new revenue.
Expanding into new technology markets can be risky; without a reputation or a client base, it can be difficult for VARs to attract customers in an unfamiliar market. But if an existing client successfully brings a VAR into new territory, that reference case can help build new business quickly.
Houston, TX-based integrator Digital Air Control (DAC) primarily focused on HVAC (heating, ventilation, and air conditioning) management and building automation solutions until a customer asked them to help rescue a flawed access control deployment. By successfully installing a better system, the company not only gained new, ongoing revenues from the client, but also opened the door to an entirely new line of business.