PSA Security Network, a system integrator cooperative in the U.S. with members responsible for more than US$2 billion annually in the design, installation, integration and maintenance of access control, video surveillance, intrusion detection, fire and life safety systems, named its new Director of Vendor Management last week. Craig Patterson brings 20 years of security industry experience, including extensive vendor management expertise, to his new role. Prior to joining PSA, he served as Director of Franchise Relations at Stanley CSS, supporting the Sonitrol franchise network in all phases of its business from management, to sales and marketing, to operations and franchise standards.
Patterson talks to asmag.com about his top priorities:
● Face-to-face meetings (business reviews) with our top 25 vendors
● Remote meetings (business reviews) with next 50 to 75 vendors
● Detailed analysis of performance and product offerings of all 200 vendors
● Continued promotion of our Premier Partner Program to our key vendors
● Review new potential vendors and their offerings
In recruiting potential vendors, initial dialogue starts with Patterson and will only move forward if the vendor can successfully answer the following:
● Do you offer something similar to what PSA already has?
● Is there a need with PSA's integrator base?
● Can you offer PSA the best price?
● Do you have unique technology that PSA does not already have with another vendor?
● Can you offer PSA integrator leads?
● Can you bring PSA new customers?
For Patterson and the entire PSA organization, staying up-to-date with the technology and services requirements of all the integrator members is a primary objective. “As a group, we collectively discuss and address how to stay at the forefront of the convergence of physical security and IT/IP infrastructure solutions.”