Commercial Integrator + Security Sales April 2024 - 66

SSI BUSINESS OPERATIONS: END USER PREFERENCES
Security Customers
Push Integrators
to Be Partners,
Not Salespeople
Total Tech Summit
panelists say they
embrace new security
technologies, but
they sometimes need
to convince their
bosses it's worth the
investment.
By D. Craig
MacCormack
THREE SECURITY directors told Total
Tech Summit attendees they understand
the importance of implementing
the newest security technology across
their organizations, but they often meet
resistance when it comes to doling out
the millions of dollars it takes to update
across their organizations.
Adam Garcia, vice president of public
safety services and director of university
police services for Southern Command
in Nevada; Mark West, senior manager
of event security at MGM Resorts
International; and Jonathan Westall,
vice president, ancillary services, for
MLK Community Healthcare, answered
questions about their roles in beefing up
their organizations' security.
The trio told the integrators and other
invited guests in the audience they prefer
to work with integrators who don't focus
just on selling them the latest and greatest
technology but those who understand
their problems and can help them solve
those issues by installing that technology,
then checking in regularly.
Security directors weren't shy about
sharing their opinions during last year's
Total Tech Summit in Las Vegas.
66 Commercial Integrator+Security Sales & Integration | April 2024
THE PHOTO GROUP

Commercial Integrator + Security Sales April 2024

Table of Contents for the Digital Edition of Commercial Integrator + Security Sales April 2024

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