Choosing a systems integration vendor is seldom the kind of thing that's taken lightly.Of course there are situations where the capabilities and resources of the vendor are not nearly as important as the product used, but not many. Overall, if you've got sound vendor selection methods in place for all projects than you're covered - and you can always scale down your criteria if you need to.
Having a set criteria also helps justify recommending a provider that may cost more than others. It can also help cover you if you're subject to scruteny because of public funding, etc.
Systems integrators hate the term "vendor". It's a subtle distinction to anyone not in the industry, but a major factor the more you know about how security providers operate.
Here's a quick overview of the differences:
Vendors: Carry a set list of systems, and are very good at basic "cookie cutter" installations. They can put systems in on time and under budget on a regular basis - just as long as there is not any complicated variations of the system or integration with other systems. The typical vendor technician has spent a few years doing home security installations and is good at most component installation.
Good: inexpensive, fast, and proficient at putting basic systems in place and doing routine maintenance.
Bad: complex projects that require engineering outside what the manufacturer ships with the product.
Integrators: Specialize in a few high end systems, but are either familiar with all others or can easily figure it out if they have never used it They are best in complex projects that join together parts of separate systems to function with core usability. The typical integrator technician has worked for a "vendor" in the past and gravitates to more challenging work.
Good: can engineer ways to maximize your system capabilities, and make non-standard solutions work without much drama. Can handle service issues that most vendors give up on and suggest replacement.
Bad: standard installations will cost more than with a vendor and will take longer. There are many more differences at other levels but that is a good basic overview.
So, when it comes to selecting a vendor / integrator for a project than you need to make the following considerations:
1. What kind of project is it? Just a basic installation or does it require complex engineering? The problem here is that you may not know. You may be thinking that all you need is a typical system but as the project goes forward you learn that there's a lot more integration needed.
2. What's more important - price or engineering and service? This is tricky as well because it may be difficult enough for you to convince your management to install a system at any price.
If you've got a basic system and you need a low price, than you're going to be looking at a vendor. If you've got a complex system that needs to function, and also need sustained support - you're looking at an integrator. If you don't have a core system in place already - I suggest dealing with manufacturers first and see what vendors / integrators they work best with in your area. Keep in mind that if you're putting a project out to bid and get proposals from both vendors and integrators - than take a close look at what's being spec'd and how well the proposal addresses your needs. You also want to be aware that many companies will lowball the price they propose just to get their foot in the door and expect to make up the difference in future projects.
Once you've decided what kind of security provider you need - the following considerations should apply:
1. What systems do they specialize in? How many systems like yours have they put in and support? How long have they been using your specific system?
2. How many project managers, installation technicians, service technicians and account mangers are based out of your location? What happens if they are in the middle of a major install project when you have a problem with yours? Where is the next closest branch and what kind of staffing do they have?
3. How many of their project managers, and technicians are factory trained on your system? (have been through the manufacturer's training and certification process)
4. What kind of relationship do they have with the manufacturer? (ask the manufacturer)
5. What are some of the other clients they have saying about them?
6. How long has their lead project manager been there? lead technician? lead sales position?
7. Does the company have a history (positive or negative) with the state licensing board?
Many times, if you're part of a large company than your purchasing department already has many of these questions on the Request For Price (RFP) paperwork they send to prospective providers, so it's worthwhile to check with them. You also want to standardize how these questions are presented, to be fair to everyone. I have a set questionnaire that I send out and keep on record that populates reports on overall vendor options.
I'm happy to share my questionnaire with anyone who needs it - just shoot me an email.
