Shaw named president of Integrator Support

Former PSA exec leads dealer program that helps integrators design and implement managed services business model
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Tuesday, July 3, 2012

LONGMONT, Colo.—Former PSA Security executive Sharon Shaw on July 1 was named president of Integrator Support, a new national dealer program designed to help integrators make money from managed services.

“We make offering managed services simple,” Shaw told Security Systems News.

Integrator Support is a comprehensive dealer program offering training and sales material, technical assistance and project financing.

Shaw said the company will help its dealers break into mobile and hosted video surveillance, hosted and managed electronic access control, alarm monitoring, video verification, interactive video monitoring and remote guarding services.

There is no fee to join the program. “As soon as they start to sell, we make a percentage of the sales volume,” Shaw explained. “We are not successful until they are.”

Shaw emphasized that IS will assist dealers from the launch of managed services through the project implementation stage. IS will help dealers decide which services to offer, find training resources, and assist with sales and marketing.

“It’s a step-by-step sales process … helping to calculate ROI, pricing out services, proposal templates,” Shaw said.

“Once they get the customer interested, we help them get the customer signed up, get the site online and [assist] with testing … we can help from a technical standpoint [as well],” she said. “And then we start all over again to help generate another customer.”  

PSA Security, where Shaw served as director of education, is the “key partner delivering products and hardware” for IS, and is a minor shareholder in Integrators Support. That is the full extent of the affiliation between the two entities, Shaw said.

While IS was just launched this week, the dealer program is already well under way. “We have about eight dealers who have projects online, and we’re working with 10 or 12 others to get quotes out and who are starting to get involved with the program,” she said.

IS is open to all integrators. It is not necessary to be a PSA Security member. For more information about IS, see www.IntegratorSupport.com or call 877-421-6963.