In an era when superior manufacturing processes and commoditization have leveled the product playing field and economics have caused buyers to be more cost-conscious than ever, service has become the prevalent differentiator. Doing business as a premium service provider entails a top-down company culture predicated on a commitment to always place the customer first.

While there are myriad components and variables involved with accomplishing that mission, one of the foundational elements is: Know your customer. In the case of commercial security systems integrators that customer is often a security director/manager or of similar title/responsibilities. To earn their trust and loyalty it is critical to understand how they think, what their needs are and the challenges they face.

In a continuing quest to help facilitate this process, SECURITY SALES & INTEGRATION has released the results of its annual Corporate End-User Study. For the first time, the survey was conducted in cooperation with ASIS International, the world’s largest organization of security professionals (36,000+ members). As a result, the 2008 research features the largest-ever number (335) of qualified respondents.

View the 2008 Corporate End-User Study.

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