Article Presented by Will West
Smart home services offer enhanced protection, convenience, and peace of mind, making them valuable add-ons for security companies. They give integrators both immediate revenue from additional gear and labor, and the opportunity to integrate the security system more deeply into customers’ daily lives.
New data from Parks Associates reveals that the more smart home devices a user has, the more likely they are to own a security system. In her June “The Smart Money” column in Security Business, Parks Associates’ Jennifer Kent encourages integrators to “inspire these middle-market buyers to acquire their next 3-5 smart home devices.”
The implication is that smart home devices are not just a lucrative system add-on; instead, they are a catalyst that evolves casual consumers into hot prospects. This suggests that integrators have the opportunity to lead with smart home solution sales to form a relationship with customers who will purchase more sophisticated solutions and services over time.
Consumers want the flexibility to choose devices from multiple manufacturers, and they need support. By offering ongoing maintenance and upgrades, security companies can build lasting relationships with customers. This loyalty deepens customer value over time.
Will West is CEO of OliverIQ, which provides an app-based platform for managing the connected home designed for integrator partners. www.oliveriq.com (855) 789-7500