We all know the importance of recurring monthly revenue (RMR) to the security integration and monitoring industry. It provides consistent revenue to your company, solidifies long-term relationships with clients, and benchmarks the value of your business for mergers and acquisitions.
RMR has long been the star at ESX, and this year, with the growth of new technologies to the industry like home automation and hosted/managed services, new RMR models are being developed that can help further grow your business.
ESX is the place to hone the important business practice of developing, maintaining and growing your RMR. From the exhibitors on the show floor to the special events to the Conference and Education program, you'll learn everything you need to know to increase your RMR.
In the Conference and Education program, an entire track is dedicated to RMR. The RMR Track, sponsored by Napco Security Technologies, will help you get on top of methods to maximize and capitalize on RMR, whether it’s tied to traditional alarm monitoring, next generation monitoring of video and managed access control or even service and maintenance contracts.
Let's take a look at the seminars being offered.
Attrition Fighting Tool Chest - Tuesday, June 26 at 1:45 PM
Thanks to a still troubled economy, telecommunications infrastructure changes and the move to RMR-based models for video and access, analyzing and addressing account attrition has become more complex than ever. In this session, featuring Rick Brokaw of Vintage Security, we take a look at fresh data on the common sources of attrition not only for alarms but for managed video and access as well. We will also discuss the newest and most successful strategies for attacking attrition, including proactive customer communications efforts that drive account retention and stimulate RMR enhancement and installation sales.
Digging Deep on the RMR Valuation Landscape - Tuesday, June 26 at 3:15 PM
In this session, presented by Michael Barnes of Barnes Associates, you will learn about the current valuations for security integration companies, both from the buy and sell side of the equation. What are the drivers behind the multiple? Are there different multiples assigned to different RMR streams? Who is buying? What can an owner expect in the short term and long term for RMR valuations?
The Opportunities of Hosted and Managed Access - Tuesday, June 26 at 4:45 PM
Hosted and managed access management is an emerging trend that provides intriguing solutions. Whether it's hosted or managed, the end-user can more effectively monitor their home or business from anywhere and at any time through a Web browser or mobile app. In this session, featuring presenters Larry Folsom of American Video and Security and Stanley Oppenheim of Affiliated Monitoring, you will learn how managed access will increase RMR opportunities and provide better service to your customers.
The Other Side of Fire RMR - Wednesday, June 27 at 9:30 AM
As many integrators know, the fire system installation and monitoring side of the business can deliver a steady stream of valuable RMR, but you may be leaving non-fire RMR on the table. This session, presented by John Brady of TRG Associates, Inc., will touch on other opportunities for RMR, such as full service life safety service and maintenance, defibrillators, emergency lighting, and hosted services for fire and industrial processes.
Video: The Perfect Hosted Environment - Wednesday, June 27 at 10:45 AM
Video delivered with a Software as a Service (SaaS) model presents an opportunity for a wide range of vendors and service providers to work together to create a cost-efficient, hosted surveillance solution for customers. The potential for providers to penetrate a plethora of vertical markets and establish a steady recurring monthly revenue stream is enormous. But how do you create this monitoring solution for video? What is the business model for the various markets? This session, presented by John Cerasuolo of ADS Security and Larry Folsom of American Video and Security, will show you how.
Lifestyle Apps for Customer Retention and Profit - Thursday, June 28 at 2:15 PM
Increasingly, end-users are reaching for their smartphones to help leverage and enhance their residential and commercial systems for safety, security, convenience and savings. In this session, presented by Tom Szell of ADS Security, you will learn about meaningful and useful apps that resonate with customers. By offering these apps, you will enrich the customer experience, improve customer retention and increase the bottom line and enterprise value for your company.
Monitoring for More Than Senior Moments - Thursday, June 28 at 3:45 PM
Senior citizens make up the largest age group in the U.S., providing the backdrop for a huge RMR opportunity for health and safety monitoring, such as wandering, taking of medicine, medical conditions, and in-home accidents and care. The session, featuring presenter Jason Ray of SimplyHome, will illustrate the many real-life applications for the PERs market and the necessary steps for a successful offering. You won't want to miss this session about how your company can provide peace of mind for seniors and their families while increasing your bottom line.
Build and Grow a Sustainable Video-driven Services Business - Thursday, June 28 at 5:00 PM
In this session, presented by Chris Brown of Interactive Solutions Group LLC, you'll learn how to design, package and sell video-driven RMR services. You'll develop a true understanding of what it takes to successfully grow a sustainable video-driven services business as well as make it significantly scalable. Discover how to ensure customer needs and expectations are met while identifying and driving RMR growth. By designing systems that are easy to install and maintain and marrying them with scalable RMR services, you will be able to build a strong and sustainable business model.