One to Many, Many to One
In this continuing video series, Nigel Waterton, Vice President of Strategic Development and Global Alliances for Aronson Security Group, outlines why he approaches technology vendors (or, as some in the industry call them, manufacturers) and service vendors as partners.
The term 'partner' seems to be a pejorative to many security executives and consultants. How can you partner with a product technology company or resell a product without being biased?
It is a valid question. There is a lot of pressure product companies put on their channel to comply with quotas. In many cases, threats are made to 'pull the line' if integrators do not make their numbers, whether they are servicing and meeting the best interests of the client or not.
To Waterton, this is where integrators must define the partnership:
First, a product must be benchmarked.
Then the company's viability must be measured. Do they have the team, the financials, the processes to keep pace with the markets they choose to be in?
Finally, are they willing to really substantiate the statement: 'I am the Global Security Network' by committing to the rigor, investment and transparency needed to be a good partner and commit to the long term interests of the client?
Some companies do not measure up, regardless of near term features or short term press releases. Some products fit certain solutions or markets; others do not.
It is Waterton's job to lead that discussion with executives inside Aronson Security Group.
If he is successful, then all members of the network benefit through strategic alignment of interests and understanding: One to Many, Many to One.