"I'll take whatever's cheapest" is perhaps the most hated phrase any salesman could hear.
Yet high cost is the biggest complaint of many security buyers.
So how do manufacturers successfully sell against low cost options? We asked a panel of manufacturers:
"How do you deal with low cost competitors, especially very inexpensive ones? What tactics or countermeasures do you use?"
Manufacturers emphasized 3 key themes in how they counteract low cost options.