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Scott Goldfine
Editor-In-Chief / SECURITY SALES & INTEGRATION
scott.goldfine@bobit.com / 704-663-7125
Challenges
Sales & Marketing Survey Results
Conclusion
Question and Answer
Graduated in 1986 with honors from Cal State, Northridge with degree in Radio-Television- Film.
Media endeavors encompass magazines, Internet, radio, TV, film, records, teletext and books.
Certified alarm tech, ex-CATV tech and A/V entrepreneur, and lifelong tech/electronics buff.
Joined SECURITY SALES & INTEGRATION, part of Bobit Business Media, in 1998.
Direct all editorial aspects of magazine brand in print, electronically, online and in person. Awardwinning work includes groundbreaking research, landmark features, high profile case studies, and
many industry exclusives.
Frequent participant in industry events, collaborator with industry leaders and organizations, and
member of trade association committees.
Founded and involved in many notable programs, including the SAMMYs, Hall of Fame, and
Police Dispatch Quality and CSAA Five Diamond Marketing Marvel awards.
Resides near Charlotte, N.C., with wife of 13 years (Jill), 9-year-old son (Nathan), and three cats
(Mia, Rex and Sasha).
Much changed past 5 years how security companies sell products & services as well as how
they market and promote their businesses
At same time, technology and customer habits have shifted how information is processed as
well as nature of provided services themselves
Social media and smartphones, scarcely a blip on anyones screen, now key to sales and
marketing success
Concurrently was a precipitous drop in YP and newspaper advertising, and cuts in free
equipment and monitoring incentivizing
Yet traditional tactics like referrals, product demos and yard signs/decals remain extremely
effective
More firms cutting costs by bringing campaign development in-house and marketing
expenditures continue to be tight, most budgets now stablilized
Bundled services on rise, and suppliers and trade associations being leveraged for more lead
gen
This sea change plays out in the 2013 Sales & Marketing
Survey
SSIs first such study since 2008 and seventh since 1992
Nearly 200 company owner, executive and sales manager
respondents participated
Primary results published in June 2013 Sales & Marketing
Issue; also at securitysales.com
Offers treasure trove for security marketers seeking to get
leg up on the competition
For more results and analysis, check out the special Under
Surveillance blog at securitysales.com/blog; also
SecuritySTATS research
They are heroes when they are educated and trained. Part of this includes codes
and compliance, which is rarely found in a company.
We have a problem; we make one phone call, problem solved. I understand it may be
difficult, but with one call the solution process begins.
Knows what they can and cant do; communicates restrictions when they exist.
Adaptability products that do not become obsolete quickly and are interoperable
with other vendors products. Nonproprietary.
Delivering the designed system on time and providing appropriate training after
work has been completed so key features do not go unused.
Questions
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More Information
Presented by
Scott Goldfine
Editor-In-Chief / SECURITY SALES & INTEGRATION
scott.goldfine@bobit.com / 704-663-7125
THANK YOU!