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Do Not Underestimate the Power of the UPS – Security Sales & Integration
November 2006, By Robert Grossman – Now more affordable than ever, UPS units have become an essential piece of equipment in myriad settings, from large data centers to home entertainment systems. But nowhere is a UPS application more essential than for security. In a day and age when most products incorporate microprocessors and, therefore, require […]
Read MoreSailing the Security Waters of Mystic Lake – Security Sales & Integration
March 2006, By Robert Grossman – An insider’s look at the installation of the Digital CCTV System installed at Mystic Lake Casino.
Read More‘Trust Me’ – A Guide to Honest Salespeople – Security Sales & Integration
November 2005 By Robert Grossman – A CCTV salesperson is at odds with the end user. As the salesperson’s job is not necessarily to help solve problems as it is to sell a video surveillance system product. This column will help guide you to spot the right salesperson to fit your needs.
Read MoreHow to Set Up an On-Site Security Command Center – Campus Security Magazine
September/October 2005 By Robert Grossman – When it comes to creating a security systems command center, campus security professionals need to consider not only equipment and functionality, but also design and aesthetics. (Also published in Security Sales & Integration, September 2005)
Read MoreBirth of a Security Product – Security Sales & Integration
Like many of today’s modern technological conveniences, electronic security products typically require a year or more to get from the drawing board to the stock room.They are the result of countless hours of brainstorming, research, development, testing, production,marketing and support. How do manufacturers do it? Take a journey with a mythical product to find out.
Read MoreLook for the Hidden Costs in Contracts
Despite the best of intentions, there is often a “disconnect” between the people who design, manufacture, distribute, sell, and install electronic security products, and those who specify, purchase and use them. As someone who has spent roughly equal amounts of time on both sides of the chasm, I will do my best to help bridge […]
Read MoreDocumenting Your System: Is There Such a Thing As Too Much Information? – Security Sales & Integration
November 2004 by Robert Grossman, When documenting a system installation, how much detail is appropriate? The fact is, documenting a system is handled differently by all parties involved and is driven primarily by what the end user requires, demands and is willing to pay for.
Read MoreWhat the Sales Pitch Won’t Tell You About Digital Needs – Security Sales & Integration
July 2004 by Robert Grossman, Forget about pixels, file sizes and bandwidth for a moment, and concentrate on the things that will matter when you justify your investment. Your application will determine what is important to you and what compromises you’ll make.
Read MoreConsultants – Time to End the Confusion, Security Sales & Integration
March 2004 by Robert Grossman, Webster’s Dictionary defines a “consultant” as “a person who gives professional or expert advice.” But, with that definition, isn’t just about everyone a consultant?
Read MoreWhat End Users Should Reasonably Expect – Security Sales & Integration
January 2004 by Robert Grossman, Despite the best of intentions, there is often a “disconnect” between the people who design, manufacture, distribute, sell, and install electronic security products, and those who specify, purchase and use them.
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