Physical Security Articles

  1. How To Get Staff Buy-In For The As-A-Service Model

    Almost daily, Business Solutions magazine hears from industry experts and from subscribers that to survive in the channel, a business must find a way to build a predictable revenue stream and maximize profitability. For changes in your business to result in success, however, everyone has to support the transition.

  2. How To Sell Cloud-Based Surveillance

    For integrators new to video surveillance and the cloud, here’s some advice to kick-start your sales.

  3. Government IT News For VARs — November 21, 2013

    This week’s news includes new approaches to procurement, sobering statistics from a survey of government cybersecurity professionals, and the pros and cons of body-worn cameras for law enforcement.

  4. Recommended VAR Reading: The Challenger Sale

    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.

  5. Old School Solutions Providers Need A Renaissance ... Or Retirement

    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.

  6. Access Control And Video Surveillance News From October 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.

  7. ScanSource’s Constantine Lists VAR Opportunities In Healthcare

    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.

  8. As-a-Service Business Model Is A Game Changer For Security

    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.

  9. ScanSource’s Dixon Urges POS, AIDC VARs To Look To Managed Services

    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.

  10. Government IT News For VARs — November 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

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