6 Reasons to Attend the NexTech Mini-Track Seminars at ESX
This year, ESX is introducing NexTech - a brand new mini-track and dedicated show floor area that focuses on the products and technologies security integration and monitoring companies are beginning to adopt, including IT, home automation, energy management, and even audio/video.
The NexTech mini track, sponsored by SDM and scheduled for the afternoon of Tuesday, June 26 from 1:45 pm until 6:00 pm, features three sessions dedicated to generating recurring monthly revenue (RMR) from these new technologies.
Here are six reasons to attend the NextTech mini-track seminars at ESX.
1. The concept for all three sessions has been to look at the key question for cool non-security product categories: how do you generate RMR in addition to installation revenues? By answering this threshold question, everything else that follows about feature sets, functions, end-user benefits and how to sell and market becomes much more relevant.
2. You’ll get first-time access to original market research. ESA’s 2012 Target Trends Survey on security integrator involvement with commercial IT products will be presented for the first time at the “Creating RMR from IT Networks” session. Excerpts from the R4 (Residential Recurring Revenue Research) Study commissioned by Legrand Home Systems and Security Partners, LLC will also be released. The data will help you benchmark where your company is on its present and planned offerings in the non-security space.
3. You'll get creative, real-world insights from one of the security industry’s brightest, entrepreneurial minds. Select Security president Patrick Egan is a panelist for all three sessions. He’ll be presenting lessons learned from Select’s experiences in "Achieving RMR from Home & Building Automation" and providing invaluable perspectives during "Creating RMR from IT Networks" and "Generating RMR from Distributed Audio & Video." Pat has notoriously said Select will not touch a job that doesn’t offer substantial RMR, so you can be sure he’s going to bring all of the track content back to that theme.
4. All of the track presenters have great info and insights to share.
a. Greg McLochlin, director of Honeywell’s Dealer Development Group, is in touch with hundreds of First Alert Professional and Honeywell Authorized Commercial Systems Integrators on a regular basis and is able to see the patterns of success in offering new services and technologies -- what the winning packaging, sales and marketing strategies are and more.
b. Dave Hanchette of Legrand Home Systems is a past president of the Home Automation & Networking Association and current co-chair of CEA’s TechHome Division who’s straddled the security and custom electronics market for years and has been studying intensively how to build more RMR opportunities into A/V, communications and infrastructure products via services gateways.
c. David Rodarte has built a distributed audio powerhouse at NuVo Technologies over the past several years and has also been working to develop distributed audio systems that could be sold effectively through security integrators—affordable products that are easy to install in existing homes and business and can be bundled in with controls to become part of an RMR offer. Rodarte is a past chair of CEA’s Builder Initiative.
d. Al Brisard of Vertek has more than 20 years of experience in the voice and data communications industries and particular experience with Interface Security's play in IT and telecom. He's going to provide a look at bundling wide area networking connections with IT and physical security solutions in the IT and RMR session.
e. Steve Burgess, CEO of Guidant Partners, TCS Technologies and TCS Software, gets RMR like few IT company leaders. His company is a managed service provider purely focused on installing, monitoring and servicing IT for recurring fees. He's going to share more information about how his companies do this in the IT and RMR session. You won't want to miss it!
f. John Galante, president of ESX producer, AE Ventures, has also been straddling the security, custom and IT integration industries for more than 25 years as a media executive, association leader and researcher. He brings a unique breadth of perspective as moderator of the track.
5. You’ll get your questions answered. All of the sessions are designed to allow and encourage interaction, so you can ask the presenters and your fellow session attendees the questions you need answered to make better business decisions in the NexTech arena. If we can’t answer your questions at the event, we’ll work on answers for you after the event.
6. You can become a part of a community. Everyone who attends a NexTech session can join a new ESX NexTech LinkedIn group to keep the connections and conversations going. Building RMR-based businesses out of non-security categories is a sometimes challenging -- but always rewarding -- work in progress. We need to help each other work on it year-round, and that’s what the LinkedIn group will be all about.