Physical Security Articles

  1. Recommended VAR Reading: The Challenger Sale
    11/18/2013

    I read The Challenger Sale about a year ago and have been testing its principles and techniques whenever I can. I think the business-to-business sales methods taught in this book are the real deal and could have a significant impact on VAR organizations as they strive to be trusted advisors.

  2. Old School Solutions Providers Need A Renaissance ... Or Retirement
    11/15/2013

    Sometimes I wonder if I sound like a broken record to readers. “Expand your line card by selling complementary technologies to existing customers. Adopt the as-a-Service model to build a predictable revenue stream and maximize profitability.” When you boil down almost every article in Business Solutions, you should find one or both of those messages.

  3. Access Control And Video Surveillance News From October 2013
    11/14/2013

    Each month, Business Solutions reports news on business in the channel. This month in Access Control And Video Surveillance news, companies announce a surveillance appliance for distributed environments, an option for upgrading from analog to IP with legacy coax infrastructure, a new panoramic camera, and a new door controller and network camera.

  4. ScanSource’s Constantine Lists VAR Opportunities In Healthcare
    11/12/2013

    Paul Constantine, president of ScanSource POS and Bar Coding in North America, says VARs will find many business opportunities in the healthcare vertical in 2014.

  5. As-a-Service Business Model Is A Game Changer For Security
    11/7/2013

    Tony Sorrentino, president of ScanSource Security, says the as-a-Service business model is emerging in the channel for VARs and integrators selling security and video surveillance products.

  6. ScanSource’s Dixon Urges POS, AIDC VARs To Look To Managed Services
    11/4/2013

    Greg Dixon, CTO for ScanSource, is an advocate of the managed services model and urges the value-added distributor’s partners to look at it as the model of the future.

  7. Government IT News For VARs — November 1, 2013
    11/1/2013

    This week, a Senate bill would make “stalking apps” illegal, vendors are navigating the GSA’s new reverse auction online tool, and government IT professionals want some say in future technology projects — in light of the performance of HealthCare.gov.

  8. Why IP Video Sells Itself
    10/31/2013

    Scott Schafer, executive VP of Arecont Vision, comments on how IP video contributes to higher ROI.

  9. Healthcare IT News For VARs — October 31, 2013
    10/31/2013

    In this week’s news, the AHIMA Convention provides education on ICD-10 implementation and on overcoming human error in EHR management. Also in the news, more vendors are taking up the challenge of meeting Stage 2 Meaningful Use criteria, MSPs can find business opportunity in complying with the HIPAA omnibus rule, and of course, the healthcare IT community is weighing in on the problems with HealthCare.gov.

  10. Government IT News For VARs — October 25, 2013
    10/25/2013

    This week, Canadian and U.S. offices want better systems and data, North Carolina opens an “Innovation Center” to test new technologies, and companies are making a business of analytics for procurement data.

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