The Milestone Personal Demo Marketing Campaign
By: Brian Karas, Published on Oct 30, 2017
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Comments (13)
Undisclosed Integrator #1
Are the leads getting to the integrators? Thats the question...
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Undisclosed Distributor #2
I voted 'effective'. This campaign would work on me if I were an end user or an integrator, I know that.
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Undisclosed Manufacturer #5
If they have the right person doing the presentation, a solid example script and access to support for the "one off" questions this could be a much more efficient use of time for the integrator sales staff.
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Undisclosed #6
I voted ineffective.
It's a decent idea on paper - I just don't think it will have any real success for an industry veteran like Milestone.
This type of campaign is far better suited to smaller or less well-known VMS providers who need exposure to the market - something Milestone already has in spades.
Further, they already make their VMS free to those who wish to download and test it out... a method which doesn't come with any sales questions that seek to qualify them. (same reason you might not want to get your show badge scanned at booths)
If the goal of the campaign was just brand messaging, then I would say that it probably helps them.
If the goal of the campaign was finding new customers, then I would say that it probably will not help them.
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Robert Lydic
This will be very effective. The greatest scalability issue in security products is scheduling a time to demonstrate the product. In VMS, these have historically been heavily weighted to face to face meetings. This requires setting a time, a person driving or flying to the potential customer, setting up cameras, NVR, and VMS, and being with the customer for 60-180 minutes. In terms of sales, this is a highly unscalable model if the goal is to reach as many customers as possible in as short of a time as possible. If a manufacturer can get a greater number of prospects to view a demonstration remotely at one time, then the opportunities and revenue creation can and should be greater. Key large customers will always demand face to face, but the greatest volume of customers are those that are 16 cameras and below. Seeing each of them individually is impractical.
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