ESX and the RMR of Everything
A corollary concept getting equal play in the smaller, yet more important (to you!) world of electronic security, is the RMR of Everything. There have never been so many ways to earn RMR with security and beyond-security application. An entire track of seminars is dedicated to addressing this dynamic topic at ESX 2014.
The first session on Tuesday afternoon, Jun. 24 is aptly titled, “The RMR of Everything.” Alarm.com’s Jay Kenny and a panel of others will look at how hosted and managed services-based architectures enable us to create RMR from everything we install, like: interactive services, automation, GPS, energy management and more.
It covers take rates in the market today, how to maximize take rates and usage and gathers best practices to provide you with ideas and tips you can use today to get your own RMR revolution brewing at your company.
“Business Intelligence: RMRable Smart Stuff” offers details on the benefits of systems that do people counting, car counting, store traffic mapping and more — showing how to target the right verticals and business types and how to consistently reap RMR from one of the hottest new trends in video analytics and RMR. And Tuesday wraps up with “Converting Data2Dollars: RMR from IT Solutions,” which looks at how to use a managed services approach to earn RMR on solutions like remote monitoring and management of networks, storage and back up and network intrusion prevention and detection.
“The Perfect Host: Video Surveillance as a Service,” the opening session on Wednesday, Jun. 25, dives deep into the video surveillance as a service opportunity, offering valuable insights for growing this segment of your business and building a strong RMR base. It’s followed by an innovative session titled, “Holy DIY: Self-Installed to RMR,” which explains how self-installed systems can be professionally monitored, providing an opportunity for security companies to build recurring revenue from a non-traditional market segment. Shawn Welsh, VP of Marketing and Business Development, Telguard, Larry Folsom, owner, American Video and Security, Jennifer Bruce, business development manager for hosted video, Axis Communications and Barry Epstein, president, Vertex Capital tackle the topic.
Thursday afternoon’s first session, “The Better Service Response: Maintenance RMR,” shows you how to motivate your staff (from sales to service), how to sell maintenance contracts to prospects and existing customers, how to properly charge for these maintenance contracts, identifying what is included and what is not included, and converting customers from T&M to contracted RMR maintenance.
And the program wraps-up with “The Coming RMR Wave: PERS & mPERS.” Abe Kinney, Director, Product Management, Alarm.com and John Brady, Principal, TRG Associates, Inc. will cover the proliferation of powerful mobile apps and networks that put Mobile Emergency Response Systems (mPERS) in the hands of anyone seeking assistance and peace of mind. The session answers questions like: What is your play in the PERS and mPERS space? How is it different than traditional security sales and monitoring? How do you generate valuable RMR from it? And how much is that RMR worth?
The 2014 ESX RMR track is unmatched in its breadth and depth of coverage of what is arguably THE business topic for security integration and monitoring companies.
The RMR Track is sponsored by Alarm.com.
Register your team now for Deluxe Passes and get access to not only this seminar track, but the entire educational program, networking line up of social events and the most focused expo floor in the industry. Discounted registration rates expire March 31.
John Galante is the president of AE Ventures, managers of the Electronic Security Expo.