IP Challenges to Integrators
Author
Summary, in English
This memo focuses the challenges brought upon traditional security integrators as a result of the digitalisation of services through the assimilation of IP-connectable security products. Challenges to security integrators:
• Develop an ROI thinking, including demonstrating the extended functionality, the scalability of IP networks, and being able to offer hybrid solutions.
• Being able to sell to CIOs, CFOs, CEO’s and other executives.
• Being able to demonstrate real IP success cases, and not just rely on theory, logic and rhetoric.
• Develop the necessary technical, sales, sourcing and logistics competence, while at the same time being
able to develop other strategic initiatives.
• Develop an ROI thinking, including demonstrating the extended functionality, the scalability of IP networks, and being able to offer hybrid solutions.
• Being able to sell to CIOs, CFOs, CEO’s and other executives.
• Being able to demonstrate real IP success cases, and not just rely on theory, logic and rhetoric.
• Develop the necessary technical, sales, sourcing and logistics competence, while at the same time being
able to develop other strategic initiatives.
Department/s
Publishing year
2008
Language
English
Publication/Series
Lusax memo series
Full text
- Available as PDF - 178 kB
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Links
Document type
Report
Publisher
Institute of Economic Research, Lund University
Topic
- Economics and Business
Keywords
- ROI
- internet protocol
- IP technology
- security industry
Status
Published
Project
- LUSAX - Security Industry Dynamics
Report number
LXM-TKBW