ESX Nashville

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June 23-26, 2014


Who Wants to Eat Your Lunch?

John Galante
I  June 05, 2013

For the traditional independent security integrator, much of the news about new industry competitors has focused on telcos and cable operators. As anyone in markets like Boston or Philadelphia knows, Comcast's Xfinity is here. 

They are pounding the radio and TV airways with advertising of their security and home control offering and they are certainly racking up customers. We’ll learn more about their progress and plans at the ESX Rise & Shine Breakfast on Thursday, June 20, where Bill Horrocks, VP, Product Management for Xfinity Home, is scheduled to speak.

Also planning to speak during the Rise & Shine Breakfast is Todd Pedersen, CEO of Vivint, another non-traditional industry player that is rapidly adding residential customers through its summer sales programs and is planning on attacking the light commercial market soon as well. Remember, up until just a couple of years ago, Vivint was APX Alarm. With the name change, they started leading with home automation instead of security as their offer, and now they are selling technologies like solar power panels as well. 

Their approach is the old business credo of selling customers what they want and not what you want them to buy.

Customers are dragging other types of companies into the independent security integrators’ space, too. Small business owners in retail, professional service organizations and other light commercial markets don’t have the time or expertise to deal with multiple technology contractors to install and service a comprehensive solution for their business. They need security, AV and IT solutions and they want one company to do it all for them. 

It’s an opportunity for security integrators to get into new categories, but it’s also an opportunity for IT and AV integrators to get into security. More and more of these companies are doing it every day.

With all the competition swirling around the independents, how can they survive and thrive in this new market? It’s not by sticking their heads in the sand - it’s by learning and adapting. 

How should you position your products and services? What product and business proficiencies do you need to serve your niche? ESX is loaded with the information and advice that can help you make the adjustments and evolve your business, not just to survive in a competitive market, but to thrive in a new era opportunity.

Register and plan your travel today. There’s no better way to keep your lunch from falling into the hands and mouths of hungry competitors.




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