An important aspect of an integrator’s role is identifying and closing technology gaps. During the decision-making process, integrators must catch C-suite executives’ attention to state their case for new technology and system funding.
Before an integrator sets foot into an executive meeting, it’s important to establish a clear plan of action. Oftentimes this establishes progress check-ins, an implementation timeline and framework for dealing with speed bumps to ensure transparency throughout the installation process. Keep in mind that an integrator may only have one opportunity to convince the C-suite of their value.
The larger the organization, the tougher it can be to reach C-suite executives, and the more nerve-wracking it may be when presenting a solution. If an integrator has a strong understanding of where management pain points exist, it will be easier to highlight just how important the next upgrade or addition really is. Integrators provide a unique perspective that goes beyond the expertise of most executives. This expertise in implementing solutions and improving facility security can earn them a valuable seat at the table when considering technology upgrades.
GALLERY: 4 Options for Associating Tech Upgrades with Business Success
The decision making process may involve representatives from IT, finance, operations and, ultimately, the C-suite. Time is limited for all parties involved, and a CEO’s priorities aren’t going to be the same as an IT professional or integrator; new AV and security systems aren’t top-of-mind for everyone. The integrator’s role should be to tie their priorities – such as security, efficiency and convenience – to larger business goals that resonate with the C-suite.
Below are options for associating technology upgrades with business success:
- Identify how the solution improves business productivity. C-level executives are driven to meet business goals and view integrators as a resource.
- Outline how technology is future-forward and will flex and grow as the company does. In the case of electronic access control, for example, this benefit can be expressed with a solution’s ability to use multiple credential technologies and an open framework for adding additional entry points.
- In the case of security solutions, explain that the solution will deter theft, therefore increase/maintain ROI. Most executives are tasked with improving profitability or revenue for the company. There is no better way to connect this goal to security than establishing a connection to deterring theft.
- Connect the dots between budget cuts and technology maintenance. At a high level, C-suite executives are responsible for maintaining budgets and cutting costs. This can lead to budget cuts without understanding the ripples it causes throughout the organization. An integrator can help identify areas that shouldn’t be cut to maintain the best AV and security technology for a facility.
Ultimately, an integrator may be implementing a new solution, but they are also developing relationships with upper management. Providing C-suite executives with reasons to care about the technology of their day-to-day organizations – in a way which resonates with them – is a step toward building a successful relationship that puts integrators at the table.
Minu Youngkin is the integrator marketing manager for Allegion.
