[PSA TEC 2022 Virtual Session] First Mile to Last: Consistent, Repeatable Digital Processes to Grow the Business

System integrators install cutting-edge security solutions but often neglect to consider how they are approaching sales and service. Digitizing more processes yields business benefits, including better meeting customer expectations and winning more proposals. Specifically, the “first mile” of the customer journey is more critical today. Misunderstandings and mistakes during the first mile have a serious domino effect, including redesigns, installation errors and customer dissatisfaction. Incorporating digital methods improves accuracy and enhances perceptions of professionalism and expertise. Virtual technologies facilitate better communication and collaboration with prospects, customers, subcontractors and others. This session will show how upgrading the first mile and beyond can engage customers and partners earlier and increase sales. This includes developing a more integrated, repeatable process to improve quality and consistency of service across all project touchpoints.

Speakers:
Maureen Carlson, Vice President of Sales & Marketing at System Surveyor
Terry Rivet, President & CEO at Securitronics

This session pairs Maureen Carlson, an experienced security sales and marketing executive, with Terry Rivet, President and CEO of Securitronics, a system integrator with a national reach. Maureen will outline trends in the customer experience and why digital transformation is so important for system integrators. This includes the ability to collaborate with remote partners, which can expand business for regional integrators who are gaining more opportunity to seek national contracts. She’ll share real-world case studies and return-on-investment (ROI) examples from system integrators that have deployed digital technologies. Terry will share his experience adopting digital technologies throughout his company for an improved sales process and more effective collaboration across project teams. In addition, he’ll share how the company now has a more streamlined, integrated process – from planning to sales to installation – to deliver top-quality security solutions quickly and accurately.