Security Sales & Integration March 2023 - 50

EXCLUSIVE!
Executive Interview
Sciens' Theory
for Success
Sciens engineers, designs,
installs and maintains a full
range of systems. Here, a tech
tests a body-worn camera.
that we can now do because we have a presence
there or because we have capability there.
It's a comprehensive service model. We're
looking to provide service for a building's
alarms, sprinklers and security systems for a
complete offering.
Sciens is very
competitive with
major competitors
within the local
markets we serve,
which positions us
as a great value
and partner for
our customers.
- Scott Rheaume,
Southeast Regional
Director
50
Speaking of a one-stop shop, does the
fire offering give Sciens a foot in the
door to leverage opportunities to then
offer things like access control or video
surveillance in those same facilities?
Heath: Yes, there's a big opportunity to expand
from the fire into the security side. Not
all fire businesses have that capability. Security
is a very different system with a product
portfolio that is moving much faster and not
bound by regulation. It's a different type of
sale. It's a highly technical, integrated sale.
You're selling solutions and solving customer
problems rather than putting systems in that
meet the code requirements. That's where
we've gone out and acquired, in certain markets,
security businesses that have the knowledge
and capability to augment the fire alarm
sales organization.
We have a pretty robust sales organization
on the project side and on the service side.
It's those businesses working together to support
the customers where some of the magic
happens. We don't try to make a fire alarm
salesperson a security expert or the other way
around. We work together as a team to provide
a complete solution.
Security Sales & Integration MARCH 2023
Do you sell by verticals or to the overall
marketplace? How do you segment it?
Heath: On the project side for fire alarm and
sprinklers, we have very good decades-long
relationships with the contracting community,
the GCs and the electricals - it's a pretty
straightforward, standard model. That then
transitions into relationships with the end users,
building operators or owners as projects
are finished and we continue to support those
buildings. On the service side, we are focused
on those key verticals Scott referenced. They're
set up in a typical model where the salesperson
is responsible for supporting the buildings in
their territory.
Rheaume: As far as how customers gain information
or knowledge of what we do, fundamentally
we have conversations with people to
explain it. We spend as much time as possible
in front of our customers, including higher sales
management to help support those staffs. We
do it by word of mouth, building relationships
and selling services across multiple products.
Heath: The companies we're buying and partnering
with have been around a long time with
great reputations in their markets for decades.
That's a good starting point for us to then provide
more offerings from sister companies. We
can go back to those existing customers where
we have great relationships and offer to do
more for them today than we could yesterday
because of the power of the platform. SSI
securitysales.com
http://www.securitysales.com
Security Sales & Integration March 2023

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