Today we feature another conversation from ASIS 2015, this time with old friend of the show Dan Vincent from Vernon Security. Dan first appeared on the show in just our third episode, so it was great to reconnect with him.
In our brief conversation, Dan shared some of his thoughts on all the new technology he saw at ASIS, what it takes to make it in the security industry today, and the future of guard management software in general and Silvertrac in particular.
He credits all these tools for the growth of his business, saying they’ve allowed him to add new customers through referrals without having to even hire a business development manager. We asked him what drove all these referrals, and he replied:
“I think our tools. When you have the right tools in place, and you’re utilizing them correctly… and they see that you’re on top of technology, it makes a big difference.”
Dan works hard to stay on top of technology, working for several months to analyze different systems and make sure he picks the one that’s best for his business and will deliver the highest ROI before he tries to integrate it into his operations.
At ASIS, he was diligently taking notes on everything so that if his customers asked him questions about body cameras, infrared, etc. he would have an answer ready for them.
How To Succeed In A Changing Industry
While Dan spends plenty of time researching and deciding on a new technology before making a purchase, once he decides to use it he and his team go all in.
“You’ve got to commit 100%. ‘This is what we’re going to use, this is what we’re going to use it for,’ you’ve got to get your team’s commitment,” he told us.
When he talks about how his company has been so committed to constantly improving and embracing new innovations, it reminds me of our recent episode on why some security owners are afraid to grow their business.
We listed three main fears in that article:
- The fear of no knowing where to start
- The fear of being considered crazy
- The fear of not attracting new customers
Dan shows how to get past those fears. By constantly researching and educating himself at conferences such as ASIS, he learns what’s available and how his business can grow and improve. By focusing on his customers’ needs rather than his competitors’ opinions he doesn’t worry about changing things up.
And finally, with his constant investment in new tools and technology, he manages to attract new customers through networking and referrals. He’s even looking to acquire other companies because he just loves this business and wants to keep growing and adding clients.
The Future Of Silvertrac
Towards the end of the conversation, after we’d quizzed him on Vernon’s plans, Dan turned things around on us and began asking some questions about the future of Silvertrac.
“We’re getting a little bit more aggressive with how quickly we roll out new releases of the software, we’re getting a lot more intentional about servicing our customers,” said Johnny. “It’s a new mission of ours to make sure that Silvertrac customers are extremely disruptive in their markets.”
We want our customers’ competitors calling us up saying they need Silvertrac because they’ve been losing clients to the companies already using them. Our absolute priority is taking care of our customers and making sure they are on the cutting edge of their industry.
We got into this business because we’re passionate about helping security operators grow and improve, and it gives us great excitement to work with people like Dan that share our growth mindset and passion for innovation.
We had a blast chatting with him and other customers at ASIS, and we definitely recommend it for anyone in the industry. Not only do you meet lots of interesting people and get to check out new technologies, there are also some great classes and seminars to help keep you up to date on new developments.