Alarm Dealer's Expansion to Surveillance

Author: John Honovich, Published on Jan 22, 2011

We examine the challenges faced by a medium sized alarm company that exapnded their core alarm business by offering video surveillance.  This can be a difficult situation as it involves new technology, new skills and potentially new suppliers. While this company has found a solution working with an online value added reseller, important tradeoffs and downsides exist.

The company has been a Honeywell alarm dealer for more than 20 years. They offer their customers an in-house monitoring solution and do not sell their accounts.  Security expertise and support are the core value propositions they seek to offer to their customers - some of whom they have serviced for more than decades.

***** *** ******* *** ********* ************ ******* ************ (****** ****** at *** ******* ** ** ******** ***** ********) *** ***** had ***** ******* ** ******* **** ******* ** *** ******** in *** **** ****** ** ********* ** **** *** **** alarm *********.   ************ *** ** '***-**'.  ** ****** ** ****** that ***** ** ********* *** ************ ********* ** **** **** segments ***** **** *** ** **** *****.

** *** **** *** ******** ********, ** **** ** *** techs *** ******* ********* **** *** '******' ********** ***** **** alarms **** **** ***** **** **********.  *******, *** ***** **** to ******* **** *** ****** **** *** *** **** **** same ********** ***** **** ** **** ** *** ********** ****** of ************ *******.  ** ** *** ***** ** ** ***** with *** **** ** ***** (*** ******) ************ ********, ** would ***** **** ** **** * *** ** ******** *** employees **** ** ********** *********.

***** ** *** ******* * ********* ***** ******, *** ******* choice *** ** *** ***** ************ ********.  ** *** *** equipment ** *** **** ****** ***** ** ******* **** *** his ******, *** **** ***** **** ******** *** ********* ** networking ****** *** *** ******* *********.   *** ***** *** ****** difficulty ** ******** *** *********** ******* ** *** ************ ********* (including *********** ******), *** ** ****** *** **** *** **** hurdle *** *** *** ********* ******* ************** **** ** *** customers (**/** ***********, ***** **********) *** *** **** **** *** equipment ******** *** *** ***** ********** *******.

***** **** **** *******, ***** ********* ********** ******** *** ************, he *** ** **** ********.  *** ***** **** *** **** at **** **** ****, *** *** ****** ***** **** *** networking **** ****** ******* *** ***** ** ***** ********.  ******* a ******* ******* *****, *** ***** ***** ***** **** **** 'confidence' ** **** **** *** ********* ********.  *******, ** **** that ******** ** * *** ******** **** ********** ****** ** complement *** **** ***** ** **** ********** **** ********.  *** average ****** ** ********** *** *** ***** *** **** **** 5 *****, **** *** ****** **** ********, *** *** ***** was ******** ** ********* ** '********' **** **** ****-******* *******.

** **********, ** ***** * ***** **-**** ************ ********* ******** who ******* ********** *******. *** ******** ***** **** *******-******* (** could ******* *** *** ******* ******** ****** ******), *** **** supplier **** ******* ********** ******* *** *** ********* **** ****. The **** **** **** ******** **-**** * ****** ***** ** had ***** ***** ** *** * ***** *** *******; ***** decades **** *** *****, ** ***** *** **** ** ***** something ***. ** *** ** **** **** **** ********* ********* would **** ** ** *** ***** *** **** ******* *** available **** ** *** *** ***** ****** **. *** ****** brand *** ************* **** *********, *** **** *** ** *** service ***** *** ******* ***** ****** **** *** **** ** the **** ***.

********** **** **-**** ******** ****** ***** ** ********* ********** *** offering ** **** **** *** ***** ** ***** **** ** basic ********** ** *** ***. ***** ******** ********* ****** ****** tools (*******.***,**********.***,**********.***), *** ******** *** ******* ** *** ***** ****** ** the *** **** *** **** **** ******* *** ******* ************* required. **** ******** (*** **********) *** ***** **** *** **** should ** **** ** ***** ***** ******** ****** ** ****** cost ** *** *******. ** *** **** ****, *** ***** would ******* *** ******** **** ****** *** *** ******** ***** would ** ** ***** **-**% ***** **** ***** *********, ******** the ***** *******'* ******* ** *******.

*** ***** ******* ** ** *** *********. *******, **** *********** does **** *****.

******* ** *** *** ** ***** *** ************ ********* ******* of ***** **** ** *** **** ** ***** *** **** day **** *** ****** *****, *** ********* **** ************** ********* will **** ** **** ************* ***** **** *** ************ ****** he ****** ** ***** * ******* ****** ** ********* ******* for **** *******.  ** ********, ** ** ****** *** *** brand ******* ** *** ***** ********* ********. ** * ****-**** dealer ***** *** ******* *****, **** ***** **** * ******** effect ** ******** ********** *** ******** **** *** ************ **** his ******* ***** *****.

*** ******* *********, *******, ** *** ****** *** ****** ******** support ****** **-*****.  ** *********** * ******* ** *** *******, he ***** ***** **** ******** ** *** ******** ****** ** do ********.  ** * ************ *******, **** ***** ***** ** wise ** ******* **** *** *** ******** ***** *** **-***** techs ** ********** ** ** **** **** *****, *** **** will ** ****** ******** ** **** **** ****.

******* / ******

**** **** ********** *** ******* ****** ** *** ********:

  • *********/************ ********** ******** ** ******* *** ***** ** ***** ********* beyond *** *****
  • ****** ******* ***** ****** ** ****** *** ******* ** ** provided **** ******** (******* ****** *****)
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