The below represents content published by Deborah L. O’Mara in
Electrical Contractor Magazine
“As we move to technologies like electric vehicles and charging stations, autonomous driving, analytics and more connected systems, there’s lots of data taken in that’s not being used as it should be. And that’s where the true value of systems integration contracting comes in.”
Jack Buckingham, VP Systems Integration and Technology
Selling physical security is not about hawking hardware and trying to convince the client that one product is better than the other. Customers are looking for ways to leverage technology to solve their challenges and a single contracting partner they can work with to integrate everything for a safer, more secure and healthier business or workplace.
Thanks to the digital transformation and the convergence of physical security with other disciplines, including information technology, operational technology and automation (Industry 4.0) and the availability of interconnected devices through the internet of things and IP connectivity, the selling landscape has changed. Coupled with the unforeseen, overshadowing pandemic, quarantines and travel shutdowns, the sales process has been turned on its head.
Customers want solutions to problems—whether it’s a back door constantly propped open or sensitive machinery that requires a keypad or biometric authentication prior to operation. They want to use the cloud and remote technologies to check in on the business from wherever they are. With converged, integrated systems, the user has an abundance of options, and it’s up to the systems integrator to collaborate closely during the sales process to design solutions that satisfy their needs.
Embracing change
Family-owned and operated Aldridge Electric, Libertyville, Ill., has recognized the shift, taking the conversation to consultative selling and focusing on delivering integrated solutions. The company has a nearly 70-year history in electrical contracting and in completing complex infrastructure projects in the transportation, power, utility and industrial markets.
Aldridge will leverage the cloud, IP connectivity, analytics, data networking and other leading-edge technologies with its deep contracting expertise to provide successful systems integrations for the customer. To reaffirm and facilitate this shift, Aldridge has made management changes, including appointing Jack Buckingham as vice president of technology and systems integration. Buckingham will guide a holistic approach to integrated systems contracting across all service sectors.
“There’s big change taking place, and in the future, more data will become available to the customer,” Buckingham said. “As we move to technologies like electric vehicles and charging stations, autonomous driving, analytics and more connected systems, there’s lots of data taken in that’s not being used as it should be. And that’s where the true value of systems integration contracting comes in.”
Buckingham said the sales process begins by developing a relationship with the prospect based on understanding the end-result the customer wants to achieve.
“It starts with a conversation and evolves into a formal strategy or plan. It’s about bringing everyone together in a casual atmosphere so they can talk about their experiences and pain points. In this way, they relay more detailed information, and we can move from conceptual idea to strategic planning,” he said.
Buckingham said, even before the pandemic, Aldridge focused on technology that benefits customers and helps make their operations more efficient, such as the cloud for remote systems management and videos with analytics.
He added that customers are looking for ease of use in systems, software compatibility, low-cost installation and maintenance and an after-market service contract from a single service provider they can turn to for all their technology needs.
“We become a trusted adviser to the client,” Buckingham said.