New to Security? 10 Things Every Sales Professional Should Know Before Making Sales Calls Presented by: Dieter Giblin | Sharon Shaw On behalf of the PSA Sales & Marketing Committee

Introduction Who is PSA Security Network? Benefits: The world’s largest electronic security cooperative Chances are, your company is an owner! www.psasecurity.com Benefits: National Deployment Program Competitive Bid Program Competitive Pricing on Leading Equipment Committee Engagement | Networking | Education https://www.psasecurity.com/education/committees/sales-and- marketing

Vertical Market Analysis

Who is the customer??? Physical Security: Property, People, Processes Cyber Security/IT: Network, Bandwidth, Technology Management Facilities/Operations: Mechanical, Business operations, Efficiency C-Suite: Key Performance Indicators, Budget, Return on Investment, Protecting the Brand

What is the goal of the security operation? Deter – (Fencing, overt video surveillance, guard patrols, lighting, access control) Detect – and identify (Intrusion systems, video analytics) Delay (Layered security design, CPTED) Respond – and apprehend (Dispatch, Voice-down) Recover – (Report, analyze and adapt) Prevent – (Prepare, Conduct Risk Assessments, Situational Awareness)

Where does security fit into a prospective customer’s budget? Bottom. Depends on the Market Financial: PCI Compliance Gaming: 25 CFR 542 Healthcare: HIPAA, Pharmaceutical Manufacturing: TAPA, FSMA Utilities: CFATS, NERC-CIP Incident Reactions

Who makes the final decision over technology? Functionality, Design Expectations: Physical Security Controlling Access Monitoring Activity Recording History Reporting for Compliance Cyber Security Compliance & Technology Performance: IT Communication protocols Hardening requirements and capabilities Redundancy/Disaster Recovery Business Optimization & Efficiency: Facilities & Operations Convenience vs. Safety & Security Ongoing Maintenance Affordability & Cost-Effectiveness & KPIs: C-Suite Maximize the bottom line Improve key metrics Align security goals with organizational goals

What makes your company the best fit for that project and how do you convince your prospect? Which vertical markets does your company currently specialize in? How would you profile your ideal customer? Which customers are most lucrative and have the healthiest relationships today? What products and services are you providing to you “best customers” today? How can you repeat and/or expand upon your current footprint?

Questions??? Sharon Shaw, sshaw@techsystemsinc.com, 720-212-9844 Dieter Giblin, dgiblin@istechs.net, 808-294-1032