RMR Importance To Integrators 2022 (Statistics)
SaaS is gaining ground for both video surveillance and access control but how important is recurring monthly revenue (RMR) for integrators?
170+ integrators answered:
How do you feel about offering RMR / recurring revenue services? Important? Not Important? Why?
In this report, IPVM examines the results and we highlight common themes, including detailed quotes from integrators and comparisons to 2017 results.
*******
****** **** ** *********** ****** **** RMR ** **** *********, *** **** roughly * ** ** **** **** RMR ** *** ********* ** ***** businesses:
******* **** ****** ********* ** ****, with ******* *********** *** **** ***** of ********:
***** *********** **** ******** ******** *******, non-US *********** **** **** ******** ** stressing *** **********, **** ** "*** Important" ********* *** * ******* **% higher **** *********/********* *****.
Key ******
********** ********* ********* ****** **** *** cons ** *** **********, *********** *********** of *** ********* *** ********** **** RMR **.
*** ****** **** ****:
- ********** ****** ****** **** *******
- ********* * *******'* *********
- ****** ** ************ ************
- ***** ******** ******* ******* *** ******
- ***** ******** ******* ************* **** *********
*** ****** **** ****:
- *** ***** *********** ** *** ***** to *** *********
- ******** **-**** *******/**** *****
- **** ** **** ************ ***
Very ********* - "*** ** ****"
****** **** ** *********** ********* **** RMR *** "**** *********", **** ******** on ** ***** * ******** ***** of *********** *** ******* ***** *******:
- "**** *********. ******* ********* ******* *** have ** **** ** ******* *** jobs *** **** **** ** *** market *******. ********* ******* ***** *** organization ****** **** ***** *** ****** the ************ ** **** ****** **** times."
- "**** ** **** *********. ** ******* a ********** **** *** *** **** and ********** ***** ***** **** *** relationship *****. ****** **** *****, *** can ***** *** ******* ** ****."
- "**** ********* *** ** * ***** focus *** *** ******* ***. *** the ******* **** *** ********'* *** but **** ** ****** ** **** more ********."
- "**** *********. ** *** *** ***** RMR **** ***** ***. ******* *** alarm **********, ******* ********, ***** **********, etc, ** ****** *** *** ***** in ** *** *****"
- "**** *********! * ******* ******* ********* to **** ********** *******. ** **** choose *** ** ****** ***** ********, the ***** & ***** ***** ***-** very *******."
- "**** ********* ***** ****. **** *** crazy *** ****** ** ***** ** are ***** ** **** ** **** on *** *** ** *** ****** when ***** ** * ********* **********"
- "**** *********, *** **** ** ** the ******. **** ** ***** * large **** ** *** ****** *** customers *** ****** **"
- "****, **** *********. * ****** ** survival, ** *** ****** ** **** by ***** *** *******"
- "**** *********. ** *** ********** *********** resources ** ** * ****** *******."
- "**** ********* ** *** *******. ** have ******** ***, ********, *** *** as ** ********** *** **** *** monitored **** *** ******* ***** ********"
- "**** *********, ** ******* ******** ******** to ******** ***"
- "*** **** ********* ******. ** *** pursuing * **** ****** ********** ** sales ** ** ****** ******** **** recurring *******"
- "**** ** **** ********* ** ** since ***'** ******** ********** ****** *** a ******** ******"
- "**** *********. ******* *********. ****, *****-***** solutions. ** **** ******* ***** **** RMF *** ********** **********. "
- "*** ** ****. **** ********* ** be ********** ** *** ******** *** show ******. "
- "** *** ** **** *** **** every ***. **** *********."
- "**** *********, ******** **** ******* **** less ********* *******."
- "** *** ********* ******* ** **** RMR ***** **% ** *** *******. It ***** ********* *** ** ** have ********* ** **** **** ** RMR *******"
- "**** *********. ***** *** *** ** help **** *** ************ *****"
- "**** *********. ** ** *** ********** of *** ********."
Important
******* ***-***** ** *********** ******** **** RMR ** ********* *** ***** ******** revenue ******, *******, ***** *********** **** more ******** ***** *** ********** ** cons ** ******* ***:
- "** ** ********* ** **** **** we ***** ** **** ****** ***** most ** *** **** ** ********** and **** *****'* ****-********* ******** *** RMR ***** *** ******** ***"
- "*** ** ********* *** ** *** big ********** ** *** *****. ** feel ** ****** *** ****** *********** of ********, ***** ******* **** **** and ***** ** * ****** ************* rate."
- "* **** ** ** ********* ** build *** ******* ******* ** **** a ******** ********** ** *** *******. Not ******** ** *** ******** ****** with ***."
- "*** ******** ***** ** ***** ** monthly ********* ******* ** *** ******* of ********** *** ******** ********. ***** we ** ******* "*******" *************, ********* support *** ********** ******** *** *** largest **** ** *** ******** ********"
- "**'* ********* *** *** **** ********* to **** ** *** *********. ** helps ****** *** ******** *** ******* additional ******* ** **** ******** ** pursue **** ******. "
- "** ** ********* ******* **** ******** are *******-*****, *.*. *****-****** *********"
- "** ** ********* *** ****** **** service ********* **** ** ** **** understood ** **** *******."
- "********** ********* - ******** * ****** income *** *** **** ***** ** the ********.
- "********* ***** **'* * ****** ******* stream. **** ** ********* **** ***** to ** ******** **** ** ******* executives"
- "******** *********. **** *** *** ******** not ****** *** ***** ******** *** clients"
- "**'* *********, ***: **'* ****** ***** alot **** **** ** **** ****"
- "*** ** ********* ** ** ***** to **** *** ******* ******* ***** and *******."
- "********* ** ********* **** **** *** increase *** ***** ** *** *******."
- "*********. ************ ****** *** ******** ** some *******"
- "*********. ** ******** * ****** ****** of ******"
Not *********
*********** **** *** ******** ***** *** indicated **** ********* **** *** ********** in ********** *************, *** **** *** challenges ******** ***** ******** ** ******* RMR:
- "********** * **** *** **** ** RMR. * ******* **** *** **** subscriptions, *** * ***** * *** of ********* **** **** *** ***. That ****, *****'* * ******* ********** of ***/****, ** * ***** **'* an ********* ******* ****** *** * way ** **** ****** *********. *** only ** **'* * ***** ***** service."
- "*** *** ****** ** *** **** important ** ** ****** *** *** result **** ****** ***** ** ** customers' **********. *** ********* ******* * see ***** **** ********** ****-******* **** and ******* ******* ****** ********"
- "** *** **** *** **, *** billing ****** ***'* ****** ** **** small ******* ** * ******* ***** to **** ** ********* "
- "** **** ******** **** **** *****. Some ********* **** *****, ****** ***'*. It ** * ****."
- "***'* ****** **** ** ** *** as *****, *** *** *** ** all ** , *** ******* ******* a **** *** **** ******** ****** on ****"
- "***** ** ****, *** **** ** change *** ******* ** *** ********"
- "** **** ****** **** *** ****** anti-RMR"
- "*** *********. *****'* ***** ** *** thought"
- "*** *********" **
- "* ***’* ** **"
Growing **********
**** *********** **** **** *** ********** of *** *** ***** ******** *** growing, **** **** ********* **** **** only ******** ******* ******* *** ********:
- "** ** ******* **** *** **** important. ** ******* ** ** *** a *** ****** ******* ** *** business ** **** ****."
- "*********, ** ***** ************ *** ******** model **** *** **** *** *****. Results **** **** **** ***********."
- "******** ** **** **** **** *** mix... *** **** ** * *********** contract ****** *** **** ****** **** buy * ***** ** ****"
- "***** *** *** ***** **** *** requesting ** **** *** **** *********, companies *** *** **** ******* ** they *** **** *** ****** ** investment"
- "********* *** *******. **'** * ***** integrator (****** ** *** ** **** mark) *** **** ** * **** of *** ******** **** ** ******* growing *** ** ** ******"
- "**** ********* *** ** *** ****** growing **** **** ** *** ********"
- "**** ** **** ******* ** *** years ***. *** ***** *** ********* is ****, *** ** *** ******** with ****."
- "***** ****** **** ** **** **** but *** ****** ** **** ** adopt."
- "** *** ******* *** ******* *********** intrusion, *** ******** ***** ****** *******"
- "* ********** **** **'* ********* *** the ******* * **** *** **** has * ******* ** ******** **** has *** **** ** *** ********."
- "** *** ********** ******* ** * model"
- "*** ** ******** **** *** **** important ***** ****."
- "******* ****** *** **** ** *** the **** *****"
** *** ******* *** * ******** technology *******, ***'** ********* ************ ******** if *** ***'* **** *********.
********* ** *** **** ****** ****** of ***. ** *** **** ********** access ** *****, **** ** **** customer **** ******* **** ******** **** for ***** **********- *** *** ***? And *** ******* **** *** ********* expertise ** *** ***** *** *** security ********* ** ******** ****** ** IDS. ** ***** * *** ** learning, ****, *** **** **** ****** spend ********** ***** ******* ** **** your ****** ***'* ** ********** * camera ** * **** ******, *** yes, ********** ***'** **** ** ***** on ***** ****** ** ** *******.
*** *** ********** ********** **** **** is ***** **, ********** ***** **** an ******** ********. **** * **** manufacturer ** ******* ****, *** ** much ******** ** * ***, *** some ********* *** *********** ******** **** it, **** * ******* ******* **** will **** **** ***, *** **** go *** *** **** **** ***** panels. ****** * ****** * *** (after ********) *** **********, *** ** cents * *** *** *** ***** services (******** ******, ****** ***, *** so *****), *** ***** ** ** that. **'* ** **********, *** ** you **** ** ****** ********, ***'** looking ** **********, ********** **** ****.
*** **** **** ** ***** **** you *** **** **. ***** *** any ****** ** ********* **** **** happily **** ***** ******** *** **** hands ** *** **** ** ***** cash ** ** *** **** ** retire. **'* **** * ***** *** for * ***** ****** ***** ******** to ****** ************ ******, ** *** decide ** **** *** ******** ** yourself.
*** ***** **** ****** ** ****** ****** ************ *** **'* ****. *** *** Kirschenbaum's ********** ** * ***** ********, especially**** ******(********* ********* ********** ******* **** ****** than ***** *** ******, ** * lot ** *** ********** ****** *** most ** *** **** ********* ***** he ********* ***** *** ***** *** is ***** *****).
***, *****'* * *** ** * learning ***** ****** *** *** ********** install ** ********* ********* ******, *** even **** ** ***** * ***** before *** ***** * **** ** monitoring ********* ***** ****** ** ** worth **, *** ** **** *** in *** **** ***. *********. *** margins **** *** ***** *** ******** you **** **** *** **** * little **** ********* ********* *** ***** it ****** ** ******.
** *** ********* ** *** **********, Intrusion ***** ** *** ****** ** that ****, *************. **'* *** **** "sticky" ******* **'* **** ** ****** to ******* ********., *** *****'* **** of **** *** *****.
** ***'** **** ******* **** *** as * ******** ********** ******* *** top **** ** *********** ** ******* services.
* ***'* ***** *** ** **** is *******.
*** ***** **** **** *% - 8% ********* ** ****** *** * small, ****-*** *******, *** **** ********* with **** ** ******** ******* ********** like *** **** ********* ***** ******** around **%. ****'* ****** **** ******.
** *** ** ***** ********* ** switch *********. *** **** ** **** commercially ********* ********* ******* *** ***** of **** ******* ******* *** ************ requirements, ******* *** ********* **** ****** codes ** ** ******** ******** ******** (although *'** ****** ******* ** ** the **** ** *********).
******* ******* **** *** ******* ** switch *** ********** ** ***** ***** or ********** *** ****** **** ****.
********* *** ** *** ******, *** it's **** *** ****** *** **** lasting.
*** ***** **** **** *% - 8% ********* ** ****** *** * small, ****-*** *******, *** **** ********* with **** ** ******** ******* ********** like *** **** ********* ***** ******** around **%. ****'* ****** **** ******.
*** ******* **** ** *** ****** rate ** *** ******* ****** (***** is ********* ****** ** *** ***** of ****** ***** ******), ** ***** that **'* **** ** **** *******. Some ********* **** ****, ** ******, but **** **** ********* ** **** taking ***** **** ******.
** *** ******* *********** ***** ** commercial ****** ******* (***** *****, *.*.), the ***** ******* *** **** ***** and ***** ********** ****** **** **** strong ******** ****** (*.*., ****************% *** **** ****).
****, *** ****'* ******* ************. * don't ***** **** *** ******** ** do **** ***'* ********.
** ***'** * ******** ********, *** should ** ***** ** ****** *** intrusion ************ **** **** *********. ********* RMR ****** **** *** ****** ******. If ***'** ******* ** *** **** talking ****** *** *****, *** ****** be ******** ********* **** *** ************ too.
** *** *** ********** **** ***** that *** ** *** ********* * would **** ** **** * ************ with ***. ** *********** **** * situation ***** ***** *** *** ****** whether ** *** **** ******* **** got *** *** ** *********** ** netflix ***** ***. **** ******* ** special ** **** ** ******** **** and ********. ** **** ** ******* each ***** *** **** ********.
* *** *** **** ******* **** it ****'* '*** ******** ********' ** charge *** */ ******* ******* ****'* just *** *** **** ****** **... I *** *****. * **** **** switch * *** **** ***** ***** ago *** **** ** * **** of ** ***** ******* **** *** 1 ** ****** **********. ********, * remember *** ******* ***** *** ** was ***** ****** ***** ********'* ****** here ** ****. ** **** ***** over **** ** ****** ********* ** far */ ************ *******, ***** ****** control, ********, *** ********* **** ************ systems/paging *******.
*** *** ****** ***** ***** ****** it ** ** ***** ********* **** inspired ***?
*** ***** ******** ***** ** ***** on *** *** ** ***** **% of ** **** *** *******. **** the ** ***** ****** ******** *********** and **** *** *** ******* ** all ** *** **** **** ** support, **'* *** **** *** ** stay ** ********. ** **** ** get * *** ** **** **** from *********, *** *** ** **** now.
** ** ********** ** ********** ** creating ********* *****, ***** *** ** better ******* **** *** **** ********* revenue ******** *** ******* ** *** security ************* ********* ******** ** ******** integration.
***** ************, ****** *******, ******* ****** monitoring, ***** ********, *** ***** ********* services *** ***** *** *** *** show. *** ****** ********* ** **** opportunity ** * ******** ***** ** the **** ** *** ********** ** not **** **** ********** ** ******* as * *********** ********** ********** ****** the ********* ** *** *********** ******* but *** ******* **** **** ** viewed ** "*** ******" ** *** new ********** ** ******** *** *****.
***** ********* **** ******* **** ********* revenue ******* **** ******* *** *** now ** ** **** *** *** security *********** ** **** ********* ** the *********** ** ****** ****** **** the *********** ********** ********** ***** ****** does *** *** **** *** ******.
******** * **** ** ********* ******* takes **** ** ***** ***********. * suggest *** ********** **** *****, **** as ** **** * ** **** have ** % ** *** ******* under ******** ** *********, **** * should ** **%, *** ** ** until **** ******* ***** ******* * managed ******** ******** **** *** ******** of **** ******** ***** ******** ** recurring.
** * ***** ** ********, *** all ******** *********** ********* ******* ** valued *** ****. **** **** *** understand *** ********* ******** *********** ******** integration **********. ************* **** ********* ***** valuations **** ***** ******** ********** ********-****** to **** ******** ********** *** ****-**** financial *******.
**** *******, ***
**** * ******** ***********, **** ** the "*** ******** *****" ** *** "alternatives" ?
* **** *** * ***** ******* and * ***** **** *********** ***** RMR ****** **** ***** ***. ** course **** *********** *** ******** ********* that *** *** *** *****. *******, I ***** **** **** * *** of ******** *** ****** **** **** about ** * ***, *** **** to **** ****** ** ************ ** RMR ********.
**'* **** ** **** ***** ** the *** - ******** ****** **** it's ********* * **** ***** ** do, *** * ***** ********** ******** do ** ** * ******* *****.