Inefficiencies in any stage of planning a physical security project and quickly kill its profitability. There’s no question that today’s software applications have become a lifeline and indispensable tool of the trade for systems integrators to grow their business.

The advantages of business software are evident. Software can help systems integrators and security dealers document and create a more efficient and profitable company from prospecting to sales to final commissioning.

In addition, potential investors are looking for a company that’s buttoned up from top to bottom — and that includes the processes they run in estimating, sales, accounting, maintenance, service and monitoring. Business software has become critical to the quest for recurring monthly revenue (RMR), the basis by which companies are valued.

Integration With Other Platforms

As innovation continues in software and the cloud, the physical security industry has been rewarded with business software that yields streamlined and aligned processes. Many software applications support integrations with other widely used office programs and applications, putting everything in one place. Mobile applications keep sales and estimators in touch in real-time, while technicians have access to the latest site surveys and maps from their laptops, tablets and smartphones. Software gives integrators and dealers a blueprint to scale the applications as their business grows, with the flexibility to add new modules or programs tailored to the nuances of their daily operations.

Mobility and the ability to share information across the company are essential components of innovative software. Previously, software specific to integrators and managed service providers was non-existent, and users often looked to traditional construction programs that didn’t quite fit the physical security model. Now, programs are engineered specifically for the business, fostering increased adoption among integrators who can collaborate more effectively companywide.

What Are Your Challenges?

System Surveyor lets stakeholders have one place to gather site information and system design that’s easily shared, with documentation synced to the cloud for secure access from anywhere.

Maureen Carlson, co-founder and vice president of growth, System Surveyor, Austin, Texas, says systems integrators need to look closely at the challenges they are trying to solve when selecting software. “For example, if the entire sales team uses a different process and it takes two weeks to get a design and proposal together for a customer, there is clearly something to address,” Carlson says. “In other cases, the issue might be more of handoffs from sales to operations to ensure good delivery and project margins. Wherever the problem or opportunity lies, get a baseline of metrics and make sure to understand the root cause. Then identify the best-in-class software and get a demo with the right team members to evaluate.”

The best software vendors, Carlson says, will have lots of experience with their subscribers, so ask about proven use cases and best practices. “Also, be sure the company has an open API strategy that allows integrations with other business applications that include CRM, ERP, project management, asset management and custom apps.”

Software provides numerous residual benefits, shoring up inefficiencies while uncovering new opportunities.

“Software can help companies grow consistently and remove manual processes that do not serve the organization,” says Tracy Larson, president and partner, WeSuite, White Plains, NY WeSuite’s security sales automation software targets small to enterprise customers and includes WeOpportunity, WeEstimate and the latest QuoteAnywhere.

 “The best software companies allow you to create a free, forever account and try it out to see if it is the right fit. Gone are the days of top-down software sales. You are in the driver’s seat. If not, that’s a red flag,” Carlson says.

Software Goes Where Integrators Work

Mobility of the application is key and systems integration companies need to be able to create their project proposals quickly while obtaining the latest sales pricing and best estimated profitability, Larson explains. “We are releasing more and more of our traditional WeEstimate feature sets and add-on modules to our web platform, QuoteAnywhere. One of our big initiatives in 2024 is writing WeOpportunity, our CRM+ functionality, to QuoteAnywhere. This is a process that includes streamlining workflows and GUI design, taking advantage of technology to create efficiencies and adding functionality.”

WeSuite allows partners to use its API for integration of third-party applications to and from the platform. “Salesforce and ERP solutions are great examples, along with part and price updates automated from suppliers and manufacturers," Larson adds. "An integration with distributor ADI enables users to confirm current part pricing within WeSuite and their ADI account.”

Software specifically for the physical security industry continues to evolve. Now, applications target the unique nuances of the systems integration community and the vertical markets they serve.

“It’s important to have a product to fit the company now and one that can scale with their future needs,” says Justin DeBaggis, director of sales, Bold Group, part of EverCommerce Security & Alarm Solutions, Colorado Springs, CO. “Managely fits every vertical segment and every company size. It’s an end-to-end solution for physical security companies to run and operate their back-office operations. Fully hosted in the cloud, integrators don’t have to manage servers or handle IT heavy lifting.”

Having the application in the cloud versus on premises, DeBaggis adds, can protect your company against cyber threats and ransomware with automated updates.

Managely gives security dealers of any size the tools to manage key business functions in one platform, including accounting, inventory, field service management, CRM, project management and central station integration. Industry-specific workflows and automations drive productivity, increase revenue and reduce costs.

“Software needs to provide data in a readable and executional format where users can act and establish benchmarks,” DeBaggis says. “That’s especially important in a recurring revenue business.”

When selecting software, there are pitfalls to avoid, says Josh Williams, director of professional services, Bold Group. “Users need to provide a deep dive on their company to potential software manufacturers, including what kinds of systems they are using and what their goals and their needs are.” Looking at price only without thinking about ROI, cost savings and efficiencies isn’t productive, he says.

“Integrators need a tool that they can use now and in five years as their business needs change, something that will scale easily to avoid repeated changes in software,” Williams says. “You need buy in across the company and that takes change management and training. It’s also the opportunity to learn from the software provider. We engage, show them best practices and how to best leverage the products to set them up for success.”

Empowering Monitoring With AI

While business software often caters to project particulars like estimating and sales, it also extends to automating the monitoring side of the business, critical to maximizing RMR. Matrix Alarm & Video Interactive from DICE Corp., Bay City, MI, empowers central stations by acting as a central hub for automation, unlocking a wealth of new services, features and business models for their dealers.

“Matrix takes artificial intelligence (AI) integration to the next level,” says Avi Lupo, co-president, DICE Corp. “Matrix is designed to integrate with almost all leading AI companies to expand capabilities. Some AI companies offer crowd detection, loitering, shoplifting and more. Dealers can offer unique services and customized security packages like remote video verification with better accuracy and reducing guard costs based on AI-driven insights.”

Lupo says AI will provide better security, new services and increased RMR for the dealer. “In today’s world, software should be cloud-based and easy to use. Dealers should prioritize flexible, scalable software that adapts and grows with their business. This ensures you're not left behind by technological advancements.”

Lupo also cautions against relying solely on price. “While cost is important, prioritize features, support and long-term value, not just upfront cost. Partner with a vendor with a good reputation, strong support infrastructure and a commitment to ongoing updates and development.”