One of the long-standing profitability principles for systems integration companies is the ability to generate recurring monthly revenue (RMR)—a regular stream of income available from deploying a host of different services. RMR extends the value of a job beyond the initial project installation and provides predictable income.

According to a survey by messaging service Slack, a Salesforce company based in San Francisco, about 40% of 2,000 small business owners think 2024 will be a “make or break” year. Small business owners, the survey states, are worried about inflation/economic conditions and rising competition.

The cloud expands services

Previously, central station monitoring alone yielded an abundant and healthy RMR. With the advent of DIY and self-monitored systems, however, that revenue stream has seriously eroded. On the flip side, innovation in systems technology, connectivity and the cloud has opened new pathways for gaining, earning and maintaining RMR.

The increasing breadth of physical security devices, open systems and internet of things (loT) connectivity make it the right time to focus more on RMR. The cloud is the perfect enabling technology and predominates any discussion about RMR. Using cloud-hosted management platforms for security, access control and video surveillance allows you to add services for customers as their needs change.

For example, a campus may start with electronic locks and move to intrusion and even gunshot detection through an internet­-based interface leveraging the cloud. Your business can charge by device and for managing alarms and response to detection at the site, as well as for historical recordkeeping that the business can use for planning or additional security strategies.

Managed video

When stored in the cloud, video surveillance as a service lets users monitor, manage, store and view camera footage and analytics from anywhere. Analytics can be tailored to the user and their facility or vertical market, and those analytics can earn more RMR for the systems integrators.

The user gains quick accessibility and the ability to view and control the system from devices with an internet connection. The integrator can service and troubleshoot many aspects of the system remotely and without an on-site visit, saving travel and labor costs. The amount of storage and video retention for the user can be increased or decreased depending on their requirements, and they can add cameras and upgrade analytics at their own speed.

Also critical to video surveillance uptime, and other systems, are system maintenance, diagnostics, software updates, technical support and regular health checks—e.g., checking camera connectivity and coverage angles. Data gathered from system operation can also be leveraged for reports that help the user manage their system more effectively or make the case with higher-ups for additional coverage and budgeting.

Systems integrators can also consider leasing mobile video solutions using cellular connectivity or power over ethernet on a month-by-month basis to customers with construction sites or temporary facilities.

Power monitoring services

Networking has changed the face of power technology in the low-voltage security industry. For the enterprise or national account customer, networking keeps all powered systems (video, access control, locks) in check and up and running. It also can be used to perform a variety of services, including manage power, manage monitoring and remote servicing, so integrators and end-users have real-time visibility on the status of connected devices.

Preventative maintenance can be accomplished remotely and proactively—for example, power cycling, battery load testing and actively monitoring devices for potential lock failure or low battery warnings. These services can be leveraged for additional monthly revenue.

Rise of sensors and detectors

Enter the world of loT, where sensors and detectors are intelligent and open platforms promote greater integration. Sensors and detectors continue to play a critical role in safety and security and can be leveraged through the cloud.

For schools, sensors can detect deterrents to air quality such as vape and cigarette smoke, THC, benzene, formaldehyde and particulates. Chemical sensors can be used to detect ammonia, carbon monoxide, carbon dioxide and nitrogen. Motion detectors can be used for intrusion, occupancy controls and lighting. Environmental sensors include temperature, humidity, tamper and pressure. Audio sensors can be deployed for abnormal noise levels or gunshot detection, or paired with video surveillance.

RMR has numerous benefits for your business, insulates against market volatilities and creates a more valuable company in the eyes of investors and lenders. When project revenues stall, RMR is there. Make it your mandate to sell RMR with every job.

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