Page 14 - Security Today, November/December 2021

Navigating
System Integration
There is a plan for sales and marketing in a modern-day environment
BSy Erin Harrington
uper savvy security systems integrators are profi- cient in the latest and greatest technological ad- vances. They are very skilled when specifying the most cutting-edge video surveillance and analytics capabilities, remote access advances, cyber secure
solutions, and more. However, what some, if not many SIs today are not skilled in is how to effectively sell and market their services. Finding and winning new accounts is often a huge chal- lenge for today’s security systems integrators, contends Chris Peterson. As founder and CEO of Vector Firm, a premier sales management-consulting firm focused on the security industry, he has become a trusted sales, marketing, and training consultant to some of the most prominent systems integration companies in the industry. Although he has worked with over 100 security
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NOVEMBER/DECEMBER 2021 | SECURITY TODAY
clients since Vector Firm’s inception in 2010, Peterson happened on the industry - and a career focused on sales training - pretty much by accident.
He actually began his sales career in the Healthcare IT sec- tor. A friend who invested in a thermal imaging business and was looking for a VP of Sales later recruited him. Several substantial acquisitions later, Peterson found himself leading business devel- opment efforts for a large industry manufacturer; although he readily admits, he knew little about selling through the integra- tion channel.
However, a good salesperson is a good salesperson, and Pe- terson made a smooth transition. Along the way, he recognized a common thread – the need on the part of many SI’s for more sales – and marketing – training. “SI’s are expert at what they do – secu-
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