Approach & Programs
Market Presence
The Physical Security market is ever growing and rapidly evolving, and is expected to exceed $xxxB by 2020 in North America. With consistent introduction of new technologies and the developing commoditization of mass marketed products, the security industry is always searching for products and services that can help improve one's security posture. Gaining market presence can be extremely costly and take much longer that most companies anticipate. To circumvent these challenges they need to capture wins with marquis vertical clients which Longitude specializes in
Technology solutions
With unprecedented competition in today's market, technology providers can especially be challenged when working to differentiate themselves from others. A technology could have some of the best features and capabilities, however this does not mean it will stand out enough on it's own. More opportunities can often arise by strategically working with other technologies in order to create a solution in order to provide a greater value jointly. Longitude works with decision makers to define their needs and then assembles the key partners for execution.
special events
The security industry has large conferences, regional sessions, training academies, networking events, print media and the internet to share information, trends and drive business. These are all good tools but take valuable time and expenses plus create confusion from information overload. The challenge is how to get a receptive audience with a select group while not spending resources on non-productive activities. Longitude specializes in creating and managing intimate events allowing clients to reach their target audience without distractions.
lead GENERATIOn
Whether launching a new startup or working to expand into additional market verticals, what companies need most is qualified new business opportunities. Many offer to provide Sales / Business Development services but for various reasons, they more often than not generate a lot of activity with little or no results. Longitude knows what clients want and what realistic time frames are to achieve success. By focusing on very strategic contacts, time is spent on selected audiences rather than 90+% of the market that will not likely provide much short term revenue.
Brand Development
Many enter the Physical Security market with assumptions of rapid adoption and explosive sales. Facts are though, the industry is very risk adverse and therefore typically a slow adopter of new technology on a broad perspective. To speed the process of establishing brand recognition, Longitude works with clients to create and establish high-profile opportunities meant to attract media, technology consultants and end-user decision makers. By focusing on a narrow, highly specific target audience clients are lead to where they will get the most traction in the shortest time.
CUSTOM PROGRAMS
Not all businesses are alike and some face unique challenges that require very customized programs. The security market is very large and operates quite differently than most other markets. Given these differences, often times very specific and creative approaches must be employed. Longitude has a vast network of resources and specialists which collaborate to plan and execute complex strategies. As these programs are different in each case, clients are typically heavily involved in the planning process and throughout execution. Longitude prides itself in these capabilities.
Sales process
Enterprise sales typically take a long time from planning to execution. The security space requires a number of sales process methodologies. Longitude specializes in helping introduce best of breed technologies which require specialized strategies which do not typically align with tradition sales team approaches. Clients trust Longitude to craft and execute strategic sales processes for key opportunities from start to closure. The processes can then be adapted to help develop their sales organization around what works best for the products/solutions.
channel Development
An essential method for gaining market traction and establishing ongoing streams of revenue is to develop a solid sales channel. Distributors, System Integrators, Manufacturers Reps and Installers are examples of how technology providers can expand through various sales vehicles. The key factor often overlooked is that a strong market demand needs to exist before focusing on channel development. Longitude works with clients to establish the proper foundation and market demand, then helps strategize on building the most effective channel.
“Even if you’re on the right track, you’ll get run over if you just sit there”