TOP 5 DISRUPTIVE GO-TO-MARKET STRATEGIES AFFECTING THE RESIDENTIAL MARKET

Thursday, June 21 | 9:30-10:45AM

Are you looking for a competitive advantage, but still playing by traditional rules? These new entrants and progressive dealers are changing the rules of the game and reinventing the way security business is done, challenging traditional players to update their go-to-market strategies and operational playbooks. We’ll explore these disruptive strategies, and why consumers are embracing these new approaches to selling and marketing security products and services. In this session, you’ll learn: 
• Why should I care about the changing rules? 
• Are these strategies delivering what consumers want? 
• How to embrace the changing rules and ride the rising tide
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Peter Giacalone photo
Peter Giacalone
President
Giacalone Associates, LLC
A successful forty-year career in the electronic security & telecommunications industry that includes building and leading the largest third-party monitoring center in the United States of America. With his proven track record in increasing revenue and opening new market verticals, the company grew from a small regional center to the largest provider in the US with seven locations with over five hundred thousand subscribers generating more than fifty million dollars in annual revenue.

Mr. Giacalone Created the business plan, solicited the financing and secured a one hundred million dollar credit facility to fund the start-up of King Capital Financial Services, which grew to become one of the longest running Dealer Financial & Acquisition Programs in the security industry. For the past twelve years he has assisted traditional and DIY security and monitoring companies both domestically and internationally as a well-respected executive consultant. With the combination of rapid developing technology and client needs for greater competency from their telecom and network provider agents, Mr. Giacalone expanded the firm’s depth of services with the creation of Cloud Communication Technologies, LLC, a specialty value added Telecom, Network and Cloud Agency.

Christopher Johnson photo
Christopher Johnson
President
Brinks Home Security
Chris Johnson joined the management team at Brinks Home Security with 15 years of leadership experience in the home security and life safety space, a recognized pioneer in DIY home security. 

As the co-Founder and President of LiveWatch, Chris was at the forefront of marketing, sales, and operational innovation.

His drive for growth has been enabled by a customer-centric philosophy and a data-driven approach to decision making.

Bryan Melancon photo
Bryan Melancon
Southeast Region Operations Manager
Cox Communications
Bryan Melancon currently serves as the Southeast Region Operations Manager for Cox Homelife Security and Automation. 

His 22-year career began as an Avionics Technician in the US Marine Corps. With a passion for technology, he expanded his knowledge and experience in the fields of electronics, IT, and Fire and Security. 

Bryan started his own alarm company, Cutting Edge Solutions, in 2007 before selling it the Pelican Security Network in 2009. Joining the Pelican Security management team, he served as the Vice President of Sales, Service, and Installation before joining Cox Homelife.

Serving as an ESA Certified Instructor along with volunteering to assist in shaping training, Bryan is leveraging his diverse knowledge and experience to help further the professionalism of the security industry.

Philip Pearson photo
Philip Pearson
President
Smart Home Consulting Group
As President of Smart Home Consulting Group, Phil advises security dealers, central stations, and MSOs of all sizes—from the SDM Top 5 to early start ups—on operational and executive-level strategic opportunities. Phil is particularly focused on Inside Sales Optimization, Subscriber Acquisition Cost Analysis, and Retention Reduction. He especially enjoys leveraging his experience as a leading D.I.Y. innovator by implementing measured, responsible D.I.Y. strategies into traditional security business models.

Prior to forming Smart Home Consulting Group, Phil held a variety of senior executive roles at Frontpoint from 2007 to 2017, most recently Vice President of Sales and Customer Care.

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