Physical Security Executive Commentary

  1. Arlin's Suggested Reading List 4/12/2016

    These are the ten books I recommend as the foundation of a strong business library. While the Bible may seem like a strange first choice, I find that spending time in that book of wisdom each morning grounds me in truth and helps focus me on the things that matter. The other nine are important books that provide a broad base from which to build a strong business mindset.

  2. 10 Access Control Trends That Could Mean Increased Revenue For Integrators 3/29/2016

    How is the physical security industry changing and how do these changes affect integrators? The following 10 items highlight upcoming technologies and how they will affect not only end users, but their security integrators as well.

  3. Sales Courtesy 2/22/2016

    Here is a scenario that I experience all the time in my sales efforts and I want to see how many of you have the same experience. I call a prospect and one of three things happen.

  4. 6 Things Integrators Need To Know About Video Surveillance 12/16/2015

    When planning a video wall setup to aid with video surveillance, there are a number of things to consider including working with a design team that offers knowledge and experience can help maximize the long-term ROI of the investment from both a system performance and financial perspective.

  5. 2015: The Year of Mobile 8/28/2015

    As you have probably heard, mid April of this year, Google made big changes to their search engine algorithm, giving priority to websites that are optimized for mobile devices. Over the past few months, many companies (our clients included) have started taking a closer look at their site traffic and refreshing their websites to make them mobile friendly.

  6. What SMBs Are Looking For From Their IT Solutions Providers 8/20/2015

    I do coaching for one of our member’s sales executives. Their owner asked for some feedback on a blog we were reviewing. One of the sales executives replied with the following...

  7. MSP Sales Teams Are Not Just From IT Backgrounds Anymore 8/20/2015

    I read an interesting interview by Jill Konrath of Brent Adamson, coauthor of “The Challenger Sale.” In the interview, Mr. Adamson talks about some of the research they have done around the point in the sale when the purchaser engages with the supplier.

  8. What To Consider When Planning Your Business Exit Strategy (Part II) 8/20/2015

    In the first post of this series, I talked about the financial preparation required to maximize your outcome when you exit your business. Of course, that assumes you will sell or value the company at exit.

  9. Ask The Consultant: How To Have One-To-One Meetings That Matter To Your IT Solutions Provider Team 7/30/2015

    In business, we often talk about mission, vision, and values to our teams and the importance of ongoing discussions and communications around those major themes. 

  10. What To Consider When Planning Your Business Exit Strategy, Part I 7/24/2015

    One of the areas I spend considerable time on is helping business owners prepare for and then complete an exit from the business they often founded and have worked in for decades. Let’s get one thing straight:  It is a big deal for an entrepreneurial owner to exit his or her business. In fact, it is a very big deal. The saddest call I receive comes from a small business owner that has worked in their company for decades. It was their creation, and they have poured sweat and blood into building it to where it is today.