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In The Physical Security Market? Here's What to Look for in a Partner

December 17, 2017

The physical security market is growing and evolving at a rate of nearly 10 percent a year, with experts forecasting the global industry will be worth more than $105 billion by 2020. With all this impressive expansion, it’s no wonder that new security manufacturers and value-added resellers (VARs) are entering the market every year, and the need to establish oneself in the industry is reaching a fever pitch.

For individual VARs like you, distinguishing yourself from the competition can be challenging. However, that’s why many VARs partner with a leading manufacturer, usually by establishing a relationship with one of their distributors. By teaming up with a distributor, you can gain invaluable help with product procurement, contract negotiation, service and support, warranties, and more. In short, a distributor partner can help you achieve success in a crowded and fast-moving industry.

If you’re navigating the physical security market on your own, it may be time for you to consider partnering with a distributor. To get started, here are four key traits to look for in a partnership:

1. Positive reputation in the industry

Consider how long the company has been around and how it is regarded in the industry. Does the distributor have a long history of success and growth in the physical security market? Is it a leader in innovation and forward thinking? You want a distributor that will serve as an advisor and thought leader for your business, so it’s important to find one that is well-versed in physical security.

2. Connections and qualifications in your market

Think of a distributor as your “in” to the physical security market. Be sure to seek out a partner that possesses the connections, certifications, contracts, and other necessities that will help you make a name for yourself in the industry. Look for someone who is active in industry groups and demonstrates a desire to continue in this market for years to come.

3. Best-in-class product selection

Of course, any distributor should provide access to some of the best, most dependable technology available in the industry. Take a close look at the distributor’s line card and do your research in order to discover how these products are performing in real-world applications. Consider how they would fit into your product offering and if they would meet your customers’ needs.  

Also, keep in mind that today a growing number of customers are seeking comprehensive, end-to-end product offerings, with access control solutions, intrusion alarm systems, wireless devices, analog cameras, and other devices that integrate and “talk” to each other easily and seamlessly.

4. Support for VARs like you

Partnering with a distributor isn’t only about procurement help and contract negotiation. You need a company that will be there for you throughout the installation and the life cycle of the product itself. If issues arise, you need to rest assured that your distributor will go to bat for you—particularly if you are dealing with products from a very large manufacturer. Some of today’s distributors even offer customer support for end users; depending on your business, you may opt to take advantage of these services as well.  

Find a Partner

Bosch Security Systems is a premier supplier of comprehensive physical security solutions and the leading source of intrusion, fire, communications, access control, and video surveillance systems. Founded in 1886 in Germany, Bosch has established itself as a leader in the security industry, with best-in-class IP video surveillance solutions, a focus on innovation and open architecture, a full-range product portfolio, and market-leading VAR resources in place in order to ensure that your business succeeds.

VARs that decide to partner with Bosch Security Systems benefit from a company dedicated to continuous innovation, as well as best-in-class service and support. At Bosch, end-user safety and security is the No. 1 goal, and VAR partners are a significant part of what makes that priority possible.

To find out more, visit the Bosch Security Systems website.