Changing of the guard......Not so fast!

Using the old analogy, “you can lead a horse to water, but you can’t make them drink,” proved to be oh so true today.

We had an opportunity to present some new technology to a new prospect recently and it just so happens to be that the prospect was a technology company. Go figure! This company happens to deal with the security of private personal and financial information on the general public. Recently this company was put through a government security audit by to insure they are safeguarding this sensitive information with the utmost care under the FISCAM Act. (Federal Information Systems Control Audit Manual)

During our first meeting with this prospective customer, I immediately noticed that their current security practices were dated (2001) at best. In light of this technology, I concurred that this was the primary reason we were brought out. To educate and inform them of advances in security practices that would bring them current and not pose any red flags for their follow up security audit.

I spent a great deal of time pointing out their shortcomings and explaining how the new IP technology would tie all their business systems together, effectively and efficiently across their Ethernet network. Now keep in mind, this is a DATA company that manages networks larger than most small countries. Nevertheless, they seemed very hesitant to progress forward with integrated security systems that run on the very networks they build. As I continued to seek out additional information, it became very clear that they were clueless to the technology and nobody wanted to assume any responsibility for making the ultimate product decisions moving forth. One person handled the video surveillance, another the access control, and yet another alarms and such. I posed the question why not bring everything together under one umbrella, one company, and one decision maker? To use the term loosely, “One throat to choke.” I was advise that their current integrator partner whom they have been doing business with for a long time, didn’t think it was their best interest to tie all their security platforms together…..Hmmmmm….Could that be one of the reasons your company failed the security audit? Or is it just a case that your integrator just doesn’t get it?

I closed out our meeting substantiating my position with all the benefits they stand to realize through the integration of their security platforms across their Ethernet backbone. I advised them that I would be back in touch with them with a formal quote proposal addressing all their needs and concerns.

The following week I had a follow up call with the department director to further discuss our proposal and provide any additional assistance he might need with his decision making process. I was advised that the steering committee was very interested in our proposal, but needed to have some internal discussions prior to any next steps. I again extended an olive branch to assist with any needed information, demonstrations, customer testimonials, or other information to help with them better understand the technology.

Today, I once again had a conversation with the department director who informed me that they had made the decision to stick with their current vendor. When asked what ultimately led to their decision, he informed me that their current vendor did a good job for them and they felt comfortable with their capabilities and overall technical competence. So let me understand this correctly….Your current vendor provides old antiquated technologies, you can’t pass a government mandated FISCAM audit, and the multi-million dollar network data center you run in not good enough for your business security systems, but it is good enough for confidential sensitive public information……..Good call guys… Once again, the customer is done a disservice because the integrator doesn’t understand IP technology….Move over “trunk slammers” it’s time for a changing of the guard. Let the real integration company’s show how it’s done!