So much of being a successful solution provider comes down to the ability to identify customer needs. Unfortunately, we often see that solution providers leave money on the table by missing opportunities with their customers. Whether it’s due to a lack of knowledge about what complementary upsell opportunities exist, lack of interest or time, or something else, the end result is a customer with unfulfilled needs and a solution provider not maximizing their sales potential.

Why every data center needs good physical security

Data centers often overlook physical security. This leaves them at risk while you miss a lucrative sales opportunity.
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 When most people think about video surveillance cameras, often the images that come to mind are dome cameras or box cameras. While those camera types do make up the majority of installed cameras being implemented today, there’s a variety of situations that call for unique, yet powerful cameras.

Think outside the video surveillance box

Think beyond box and dome cameras. Today’s cameras come in a variety of shapes, sizes and capabilities to address a variety of challenging business problems.
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Salespeople, particularly those selling security solutions to the education vertical, often resort to fear tactics during conversations with prospective customers.

The first 5 questions to ask your next education customer

Many salespeople make assumptions when selling to the education vertical and don’t ask these basic questions that can lead to a better sale.
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Nothing’s worse than working hard to land a demo and then have it fall apart in front of the customer. When analyzing failed demos, we’ve found that most problems could have been avoided with a little preparation. Before you hold your next demo, consider the following 6 keys to success:

6 keys to a successful security demo

Most failed physical security demos could have been avoided by following these 6 keys to success.
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Conducting a thorough site survey is a crucial step in providing your customers with the best possible solution that meets their needs. However, it’s where many solution providers make some common mistakes.

3 ways to improve your site surveys

What opportunities are you missing due to an incomplete physical security site survey? 3 ways to successfully uncover your customers’ needs.
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Whether you’ve been selling, installing and supporting physical security solutions for decades or are new to the industry, you might be missing out on 5 best practices that could positively impact your business:

Strengthen your physical security practice

Don’t overlook these 5 best practices to help strengthen your physical security business.
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Solution providers selling IP cameras for video surveillance alone could be missing out on a physical security love connection. There’s an important and exciting aspect of these powerful devices—the ability to collect valuable business intelligence that can have a monumental impact on your customers.

A marriage of video surveillance and business intelligence

Today’s video analytics solutions can provide powerful and valuable business intelligence to your customers.
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I don’t have to tell you how fierce the competition is out there. Today, IT solution providers and integrators need every advantage to remain competitive and stand apart. Of course, lowering prices is one way to stand apart and win business, but that’s a long-term recipe for failure. An alternative is to build you or your company up as a thought leader—whether in your industry, region or vertical specialty. Certifications are one great way to do this.

Are you smarter than the competition when it comes to security?

Physical security solution providers can stand apart from their competition by pursuing various certifications available. Here’s how each certification differs.
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There’s been a lot of interest lately among IT VARs to begin selling physical security solutions. With today’s latest IP-based security solutions being easier than ever to install, there’s little reason for VARs to pass such business off to a security-focused dealer.

Don’t sell physical security without reading this first

IT VARs looking to add physical security to their line cards should first ensure their leadership has these key characteristics.
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Physical Security Through Ingram Micro

If you're new to the physical security market, or already an experienced security integrator, you'll appreciate our comprehensive product offerings and services. We can help you select the right hardware and software combinations, configure your solutions and even send out technical support engineers for assistance with large projects. And you can take advantage of training to keep you on the blade of the competitive edge.

Establishing Yourself as a Leader in the Video Surveillance Market
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