Virgil, up to around 16 years ago you could have taken a few Microsoft certification classes, been a little computer savy, and gone around to small businesses and charged $100 to $150 an hour (or more if you knew some advanced Cisco stuff for your close to mid size companies), and small computer store retailers made relatively good margins selling computers.
Then Dell, HP, Gateway, Acer (remember, this was 16 years ago) initiated MAD (mutual assured destruction) with their race to the bottom pricing which destroyed margins for the small retailers, and now you get anyone who knows even a little bit about computers all over Craigslist charging $50 or less an hour for onsite services.
The level of the security market you're talking about, "home and businesses with 10 employees or less", is the level that is starting to become where computer services and sales is today. The question now is, do you want to stay playing in that market, or not? If not, you're going to have to do something different that is marketable, play in another level of market, or do something else entirely.
We used to do a lot of small businesses. Now we do much larger verticals, where needs are much more complex and have higher requirements than what the small mom & pop shop needs are, on a greater scale. And greater scale means much more technical ability and understanding, not just selling more cameras or door access. And if it is a small job, we still do them from time to time, it's usually beyond just the simple camera install, something beyond the capability of the average trunk slammer.
We are a very different company than what we probably were even 10 years ago. Because we had to be if we wanted to get out of that dog eat dog market where sometimes so called integrators don't even know what margins they need to make and don't realize they are slowly cash dying. You loose jobs to competitors who aren't even making money, and you can't compete against that and make money.