- 1 Successful Strategies Selling Monitoring
- 1.1 New Equipment Installs
- 1.2 Existing Equipment
- 1.3 Manage Change in the Framework
- 1.4 Stay Ahead of Software Vulnerabilities
Successful Strategies Selling Monitoring
Monitoring is more than placing a box in the customer location.
It is about building a trust relationship that starts with using secure equipment for monitoring.
New Equipment Installs
This is the easiest way to get the customer acclimated to monitoring. While in warranty period, monitor the equipment. At the end of the warranty, offer a reasonable service plan to keep the customer engaged.
While the build out is occurring, setting up the necessary communications is done.
Consider the Customers Network
Customer are locking down network access so make sure we are able to use their infrastructure. This could mean that a router needs to be installed to bridge a room to the customers network. The customer may already have a VLAN with the av equipment separated from the corporate LAN.
Make sure you understand the customers network so their are no surprises during the implementation phase.
Install Equipment that can be Monitored