We interviewed some members of our Northwest sales team to pulse the conversations they were having with their customers around security technology and what these customers expected for security technology performance in their businesses:

Q: With so many recent events of workplace violence and an increase in theft and general crime, business owners are having to get smarter about how they protect their customers, employees and assets.  What are you finding to be the leading security purchase trends?

A: The security industry has gone through a huge change over the last 10 years, and technology has been leading the charge. You have the migration to IP video, the convenience of mobile apps, the idea that we could store information in the cloud or even allowing your security integrator to manage your access and video systems. All of these technologies have had time to mature, and I believe – as the economy turns around – that we will see customers rushing to replace their old, antiquated systems.

- Tyler Roach, Tyco IS Area Sales Manager, Northwest

Q: What are you finding that customers are most concerned about?

A: More and more, we are seeing customers ask how an integrated security solution can help them achieve overall business goals and create a safer environment. We are fielding questions such as, “Can we help employers keep their employees safer at work, increase productivity, lower liabilities, document events, and empower management to take action with more information and more accurate data?

- Joe Woodruff, Tyco IS Sales Manager, Seattle/Alaska

Q: What area of security technology are you finding that customers are migrating toward? Mobility, video, access?

A: The answer is all the above. Businesses are migrating their security technology to a management technology. Most security platforms have a business management component that can be used if the technology is planned and executed properly. The business environment is focused on cost controls, safety and growth. The security/management technology available today is a key component to helping businesses reach their goals. Businesses are moving more of their operations into the cloud and the security technology is moving with them. They want their system integrated and the security technology is integrating with them. They want the ability to manage their process remotely on an iPhone or tablet, and security technology has gone remote with them. It’s not that business owners are migrating to one type of technology or platform, but that they are migrating to an integrated, cloud-based, mobile platform. Businesses expect more from their security technology than to just let them know when they have had an intrusion.  They expect this technology to integrate with other management technology to enhance what they have, and give them a more comprehensive control over their operations.

- Mike Herkomer, Tyco IS Sales Manager, Portland

Q: Is it realistic to expect an ROI from your security system or should business owners just look at it as a hard cost to help protect their businesses?

A: Security systems are capable of so much more than serving as a deterrent. Modern integrated systems are able to help increase various operational efficiencies and in certain scenarios, productivity. A return on investment should be expected. Security is no longer a choice for business owners – money will be spent. So it's smart to apply that investment in a way that will realize a return.

- David Pietras, Tyco IS Sales Manager, San Francisco


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