These guys get it

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11/30/2007
Integrators who've bought into the get-RMR-now mantra need to check out the brand-new Integrator Support, a company basically created by PSA Security, though it's an independent business. They make selling "interactive video monitoring" or "virtual guarding" (feel free to suggest other terminology) very easy for the central station-less integrator. Plus, they can get you into renting and leasing equipment to your customers, which also equals RMR, which equals a more steady balance sheet and a higher valuation for your company. IS is headed by Jim Taylor, former owner of integration firm White & Associates (sorry, that link is under construction, but you'll get the idea), so he gets what integrators need: back office and sales support and automation. He walked me through the web site functionality and it's pretty dang intuitive. No surprise he's a Mac guy.