Sell room security as a line, not as a favor.
Nothing here adds complexity to your install. It takes liability off your balance sheet and puts a recurring line on every room you ship, and it gives your team an answer to the question the customer's security lead is already asking internally.
The security lead is in the room now.
Their first question used to be about the codec. Now it is what is actually plugged into that switch port, and how they prove it is not on a banned-vendor list at the next audit.
Most integrators do not have an answer. Some hand it to the customer's IT team. Some name a product they neither sell nor support. The ones winning the longer, larger engagements answer it themselves, with something they sell, attached to every install and billed monthly.
What a certified partner gets.
- Training
- Two days hands-on for engineers, one day for sales, online or in person. The install shape, the read-only credential configuration, the integration with whatever the customer already runs, and the evidence export.
- A recurring line
- RoomIQ is a recurring line on every room you ship, whatever the control system. SpacesIQ extends the same method across the building. The margin is yours, on standard channel terms.
- Materials you can put your name on
- The certification mark, slides for the security conversation, one-page leave-behinds, and a proposal kit that carries your firm's branding rather than ours.
- An engineer on the first three
- A named engineer joins your first three deployments and the customer briefing. After that the escalation path is documented and direct. You own the relationship throughout.
- Leads routed to you
- When somebody comes to us directly and lands in your geography or vertical, it goes to a certified partner first.
What changes on your books.
A typical engagement bills the hardware once, the labor once, and a service contract the customer renegotiates every two or three years. This adds a per-room line that bills monthly on a multi-year term, with your margin on it.
On a 200-room deployment that recurring line typically lands in the same order of magnitude as the support contract, and it compounds as new rooms come on. That is the difference between an install relationship and an account that keeps paying.
For the customer-side arithmetic, the return calculator and the diligence packet both run on their numbers, and both can be handed over under your branding.
Who this is for.
- Integrators with an enterprise base of fifty rooms or more.
- A sales motion that already touches the customer's IT or security organization.
- A team willing to run the conversation rather than route it elsewhere.
Who should skip it.
- Anyone looking for a referral fee without touching the delivery.
- Teams with no appetite to be in front of a security reviewer.
- Projects where the room count will not reach a scale that pays for the training.