Business
AlarmBiller Customers: Compare your Service, Software, and Support
Our security dealer customers are in a very competitive market. They compete with large national players like ADT, usually several local independent dealers, “DIY” companies like SimpliSafe, and others. In order to compete successfully, our dealers need to be clear about their competitive advantages. “We are your best choice because…” The advantages could be unique…
Read More6 Tips for Improving Alarm Company Office Communication
Security dealers usually have different departments—sales, service, administration, accounting, and so on. Because these departments are in regular contact, interoffice communication is a crucial factor for success. Technology tools can facilitate easier office communication. Cornerstone Billing Solutions, as a cloud-based company, has used a work-from-home office model for over 20 years. We understand that poor…
Read MoreWeather Disaster: Is your Alarm Business Prepared?
Planning for a weather disaster is no fun at all. Yet, when the winter storm hit last month Texas businesses that did have a disaster recovery plan were much better able to preserve their revenue streams and reputations. Many of those that did not…failed. Having no plan meant many companies suffered both short-term financial and…
Read More3G Upgrades: Good Process can Ease the Pain
Security dealers have worked very, very hard for their base of loyal subscribers. Every year, it takes work to KEEP those subscribers. This year, it’s going to take more work than usual. Major wireless companies like AT&T and Verizon are sunsetting their 3G networks, as you know. What a pain in the butt! Ignoring this…
Read MoreAlarm and Security Service Software: Why SSaaS beats SaaS
One of the big buzzwords right now is “SaaS”: Software as a Service. Today I’m coining a new term (drum roll please…): “SSaaS.” Let me elaborate on both of these and explain why SSaaS is superior. Cloud-Based or Local? The old business model for software, of course, was to buy it, install it on the local network, then maintain and upgrade it over time. MANY companies in…
Read MoreMaking Sense of Your Numbers – Part 3
In Parts one and two, we outlined a simple model that helps to easily understand how you’re doing, and to set minimum sales & margin levels based on your goals. This final post will cover owner compensation, followed by a look at how a “zero overhead” view of your financials can reveal your true margins.…
Read MoreGood Quoting: Fast, Flexible & Classy
Winning a new customer starts with a good conversation, then a good quote. The conversation should uncover the prospect’s needs and priorities in making a decision. The quoting process should then address those needs and priorities, in a professional and compelling way. A good quote can be the difference between winning and losing the business.…
Read MoreMaking Sense of Your Numbers: Part 2
The main point of Part 1 is that most security dealers would benefit by separating their ‘steady Eddy’ recurring revenue / profit (RP) from their more messy and volatile Service & Installation revenue / profit (SIP). These two simple buckets will drive your company’s success or failure, because they drive your operating profit. Knowing your…
Read MoreElectronic Billing & Payment: “Nice to Have” No Longer
“Must Have”: Electronic Billing & Payments According to a 2020 study by National Automated Clearing House Association —the trade organization for the ACH payments industry—respondents cited COVID-19 as a “trigger event for moving customers to a more digital experience.” In other words, having paper-free and touch-free billing and electronic billing options is now a must…
Read MoreMaking Sense of Your Numbers: Part 1
I’m a recovering numbers guy. In my banking and venture investing days over 20 years ago, I could build spreadsheet projections that were elegant, logical, perfect—and always wrong. Excel can lull you into feeling like a master of the universe. Spreadsheets with assumed growth rates spit out wonderful numbers that make you feel that “this…
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