![]() We are market servants, so we must be open to change.”Ĭastillo’s teams regularly meet with top-tier clients to discuss more than security. “Customers change they grow and move in different directions. The definition of an ideal customer can change over time, Castillo says. They can be found in school systems, state and local governments, and top-tier private companies such as healthcare. Ruddo adds that examples of multiple clients within a client are not limited to federal government and critical infrastructure clients. We do ourselves a favor when we identify the client within the client that helps best helps us do our jobs and create an ideal client.” Still, we must make everyone feel heard and cared for. “We may deal with security, IT, procurement, legal, or other departments, and they may not all work well together. ![]() “We often have clients within clients,” he says. IST focuses much of its business on federal government and critical infrastructure clients however, Ruddo says the ground rules for seeking ideal new clients are primarily the same within the commercial market. “Essentially, we built an avatar of what we want and need from an ideal new customer.” ![]() “Once we aggregated and analyzed the information, we had a good idea of what our best customers offered us,” he explains. The model created serves as a baseline for an integrator’s sales team to hook the next client.”Ĭastillo says at Preferred Technologies, he counts on his executive team to list the company’s top 15 clients and then describe each in detail, looking at the company’s size, vertical market served, and the annual revenue and profit margin generated. Look for a company with a North American footprint that wants to be a true security partner and fits within some of the verticals you already serve. “Make sure the company uses existing technology platforms that you support. “Look for a company that has a dedicated security team leader, not one that has someone from HR or legal running things,” Nemerofsky says. While that may be a high aspiration for many integrators, other criteria likely fit a broader spectrum of security providers. Nemerofsky says an ideal client for SAGE is a company in the Fortune 500 with an annual security spend of $2 million or more. Identifying and Defining the Ideal ClientĬreating a model of an ideal client helps focus an integrator’s efforts on locating, pursuing, and landing new business. The panel includes John Nemerofsky, COO of SAGE Integration, Michael Ruddo, Chief Strategy Officer for Integrated Security Technologies (IST), an Unlimited Technology company, and Shaun Castillo, president of Preferred Technologies. How do you identify your ideal client? Security Business convened its exclusive expert integrator panel for insight. ![]() That said, there are some standard criteria appropriate for finding clients that offer a great fit. Integrators should be looking for clients that offer challenging and rewarding opportunities to learn, grow and, of course, make money however, what makes an ideal client certainly varies from one integrator to the next. Security integration firm leaders are constantly looking for ideal technicians, back-office personnel, and technologies to push their businesses down the path to greater profits, but what about the ideal client? When sharing, don’t forget to mention Security Business magazine on LinkedIn and Twitter. This article originally appeared as the cover story in the September 2023 issue of Security Business magazine. ![]()
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