A physical security checklist is a relatively simple tool, but it can be a very effective way to ensure your customers receive the level of protection they need. Developing a useful, relevant checklist can help guide your initial visits with a new customer, positioning you for a successful project overall.

4 Secrets of a Successful Physical Security Checklist

A physical security checklist is a relatively simple tool, but it can be a very effective way to ensure your customers receive the level of protection they need
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When an organization recognizes a need for improved security at its facility, decision makers at the company want to find a specialist who knows access control inside and out (that’s you!). Today’s technologies are becoming increasingly complex, and the stakes for effective physical security are higher than ever. It’s no wonder then that customers seek access control specialists who truly know the industry.

5 Qualities That Your Customers Look for in an Access Control Specialist VAR

Customers seek access control specialists who truly know the industry. Take a look at five qualities that customers look for in an access control provider.
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Hospitality is big business, both in the United States and abroad. Travel and tourism in the U.S. alone nets nearly $1.6 trillion a year and supports more than eight million jobs. With all that revenue at stake, it’s no wonder that the hospitality industry is among one of the fastest-growing within the physical security market as well.

3 Tips for Selling Access Control Technologies in the Hospitality Industry

Three of the top tips for selling access control technologies to the hospitality industry.
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There’s no denying that video surveillance as a service (VSaaS) is exploding in popularity. Growing at a rate of more than 30 percent a year, the global market for VSaaS is expected to reach nearly $2.4 billion by 2017, according to industry research.

Understanding VSaaS: 3 Tips for Value-Added Resellers Selling Video Surveillance as a Service

Video surveillance as a service (VSaaS) is exploding in popularity. Here, we count down three of the top tips for selling VSaaS
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It’s often said that small businesses are the backbone of the American economy. They are also immensely important in the world of physical security. Today, small and medium-sized businesses (SMBs) are a vital part of the market, helping fuel ongoing growth and representing a significant customer base for many value-added resellers (VARs).

4 Tips for Selling Access Control Technologies to SMBs

VARs selling to the SMB market need to take special care to ensure needs are met. Here are the top four tips for selling access control technologies to SMBs
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Not long ago, most security systems operated independently of each other and only communicated through their own dedicated cabling and signaling protocol. Today, there is a fast-accelerating shift toward integrated security systems, which not only simplify installation but also provide the customer with significant benefits, such as greater insight into threats and a heightened level of overall security.

Four Components of Successful Integrated Security Systems

Familiarize yourself with the four key components of a successful integrated security system.
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Well, let us look at that this way: If there are indeed 1,000 open probes, then there are at least 1,000 potential opportunities for an attack here on our homeland. That means that for us to stay safe, the FBI has to thwart all 1,000 potential opportunities. Conversely, for ISIS to be successful, it only needs to get one potential opportunity right in order to cause any type of mass-casualty event. ISIS can afford to fail 999 times; the FBI cannot afford to fail once. Who has the advantage?

If the FBI has 1,000 open probes on ISIS in America, what does that mean?

ISIS can afford to fail 999 times; the FBI cannot afford to fail once. Who has the advantage?
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Access control is one of those physical security technologies that is necessary for customers from every market, from large universities to the smallest retail stores. Controlling and restricting access to a facility is a cornerstone of safety and security, which makes access control an exciting field to specialize in.

5 Tips to Help Access Control Specialists Find Their Niche

With such a wide-open access control industry, it can be challenging for an access control specialist to identify the best niche for themselves.
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Software as a service (SaaS) is one of the newest, most exciting innovations in the world of technology. And it’s about to start having a big impact on your business.

PSaaS—or Physical Security as a Service—is a method of delivering applications in which access control, video surveillance, and other security functions are hosted at an outsourced data center. Then, the value-added reseller delivers the applications to the end user as a service through a monthly subscription.

5 Reasons to Include PSaaS In Your Value-Added Reseller Business Plan

Here, we count down five of the key reasons to consider including PSaaS in your value-added reseller business plan going forward.
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For value-added resellers (VARs) like you, access control has the potential to create significant business success—yet it is one of the physical security technologies that receives a bit less attention than video surveillance. Here, we look past the flash of surveillance in order to examine a few strategies you can use to catch your customers’ attention with access control.

5 Sales Strategies for Selling Access Control Technologies

There are a few techniques to keep in mind when selling access control technologies.
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Selling threat intelligence is the latest trend in security solution sales, and there’s a good reason for it. With the media announcing new hacks of seemingly impenetrable enterprises almost daily, and the proliferation of new and craftier malware, things have changed in the world of data security. The paradigm of one-stop technological solutions, of installing a virus scanner and having that be enough, is becoming a thing of the past. In fact, in this day and age, providing only those services might not be selling clients what they need.

Common Things Resellers Forget When Selling Threat Intelligence

Here are some features of the threat intelligence market that are often overlooked, but that can be vital to a profitable partnership.
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