Building, Growing and Valuing Your Recurring Monthly Revenue

RMR has long been the lifeblood of the security industry; it’s a source of cash flow for your business, it helps you develop long-term relationships with your clients, and it helps you determine the value of your company when it’s time to sell.

Recently, the industry has seen an influx of new sources of RMR, from the growth of interactive services to hosted and managed services to new opportunities in video and access control.

At ESX, RMR has its own dedicated track in the Conference and Education program. Sponsored by Winland Electronics, Inc., this track covers every aspect of building, growing and determining value for your RMR.

Let’s take a look at the sessions being offered this year.

Video Verification & RMR: Get it Right Now (Tuesday, June 18 at 1:45 PM)
We are in the midst of a substantial conversion of the intrusion alarm base to systems featuring video verification. In this session, presented by Larry Folsom of American Video and Security, you’ll learn the range of approaches for establishing RMR premiums for video verification of alarm systems. 

What are the differences between residential and commercial systems premium? How is pricing set - based on the number of devices or the system features as a whole? What are the keys to marketing and selling these RMR premiums in both the residential and commercial market? How do you market and sell to new vs. existing customers? 

Get a handle on these questions now, so you can enjoy the rewards of solid positioning of this offer for the long term.

Attrition Fighting Pearls of Wisdom (Tuesday, June 18 at 3:15 PM)
Year after year, fighting account attrition is a top management priority for obvious reasons - it's a huge impact on the profitability and valuation of an electronic security company. 

In this session, featuring Bob Shoremount of Strandberg Consulting, Jim Carroll of RMR Factory, Kirk MacDowell of Interlogix and Michael Marks of SedonaOffice, we use our "Pearls of Wisdom" format to provide you a smorgasbord of tips and ideas for improving your subscriber retention rate from a some of the most decorated attrition fighters around.

Opportunity is Knocking: Turning Access Control into RMR (Tuesday, June 18 at 4:45 PM)
Hosted access and managed access architectures that enable RMR have been around long enough for integration companies to develop homerun strategies for optimal sales, profits and RMR value. In this session, presenter John Smith of Honeywell will dig in on some of the best practices that have been developed in this still-early stage cycle for access control RMR. 

You'll learn the techniques for effectively selling RMR-based access control solutions to both new and existing customers, the features and add-ons you can provide to maximizing RMR and sales per account, and the sales, marketing and operational approaches that are helping companies realize low creation and on-going service cost.

Video Surveillance RMR Opportunities (Wednesday, June 19 at 9:30 AM)
Take the cell phone model to new heights with the Cloud. Revenue opportunities for video surveillance don't have to stop at the sale. With hosted video and the Cloud, RMR opportunities provide a consistent revenue stream that is flexible and provides a gradual strategy for users. 

This session, led by Steve Surfaro of Axis Communications, will look at these RMR opportunities available through hosted video and teach attendees how to leverage this technology. Topics also covered include how to select a successful service provider, how to understand where managed services are best used and how to deploy them, how to stay compliant in the cloud with credentialing and data security  and how to make your cloud intelligent by learning the path to analyzing and using valuable metadata. The session will include several co-speakers, including Pat Snow from EMC Corporation, Jay Hauhn of Tyco Integrated Security and security expert Don Zoufal.

RMR Best Practices for Service and Maintenance Contracts (Wednesday, June 19 at 10:45 AM)
It's time to get out of handling service and maintenance as low-profit, no-value time and materials work and turn this work into more profitable and valuable contracted RMR. This session, featuring John Brady of TRG Associates, shows the way with specific, template approaches and providence guidance on converting exist service agreements into contracted service and maintenance RMR.

New RMR Niches: Home Health/Senior Monitoring, Energy Management & Video Doorman (Thursday, June 20 at 2:15 pm)
In this session, presented by Lawrence Dolin of American Security Systems, Inc., you’ll take a look at niche applications that holds the potential for becoming substantial sources of RMR. The first is moving beyond simple PERS to more comprehensive senior monitoring including monitoring of medication consumption and enabling the remote medical diagnostic monitoring. 

Next, we'll tackle energy management for both the residential and light commercial markets and get into what forms of monitoring, control and analytics can be positioned as RMR winners for you. Finally, we'll look at simple guard/doorman replacement applications that can power RMR from apartment buildings, condos and multi-tenant office buildings. You’ll hear from integrators who are making it happen and get questions answered in this highly interactive session.

Contracts, RMR & Account Valuation (Thursday, June 20 at 3:45 PM)
There's RMR and appropriately contracted RMR. One has lesser value; the other has greater value. This is a huge issue you should care about deeply. In this session, presented by Jennifer Kirschenbaum, Esq. of Kirschenbaum & Kirschenbaum, P.C., you'll learn the keys to highly valued contracted RMR--the contract elements that make your customer agreements binding, easily and lawfully renewable, extendable, and sufficiently standardized to be recognized by financial institutions and potential acquiring companies. 

Not a big deal if you don't attend: it might just make the difference between a BIG X multiple and little x multiple in the value of your accounts.

Next Generation RMR from Home Control & Networks (Thursday, June 20 at 5:00 PM)
It's becoming a common expectation to leverage thermostat, door and the control of a few lights, commanding a higher RMR of ten to twenty dollars per month for interactive system installations. The questions now are: how do we take the next step with more sophisticated lighting and shade controls and energy consumption reports? How do we add even more elaborate control of things like hot tubs and sprinkler systems? How do we bundle in remotely monitored and managed data networks and entertainment technologies like whole-house audio? How do we accomplish this while finding ways to double, triple or quadruple that RMR booster while netting more installation revenue as well? 

This session, featuring John Colehower of Mergers & Acquisitions LLC and Patrick Egan of Select Security, will show you how to take that next, more customized step in garnering RMR from home controls, networking and other systems.