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There are many challenges currently facing the security marketplace, and I asked several industry players recently to reflect on those challenges. Their comments highlight familiar subjects to us all: The need for education. The challenge to meet customer expectations. The dilemma of combining old technologies with new ones.

A central and ongoing challenge in the market is delivering on the customer’s expectations, says Tom Chamard, Executive Vice President of Sales, Salient Systems.

“We know the customer’s expectations,” he says. “The integrator has to deliver on those expectations, and the manufacturer has to create the functional elements that will make the integrator look good and meet customer needs. We have a very educated customer, and I don’t think they present unrealistic expectations. The challenge is to ensure we are all on the same page relative to those expectations.”

Once a solution is deployed, the customer expects the manufacturer and integrator to work in partnership to manage and maintain the deployment after the sale, he adds. “Credibility is a big piece of the puzzle,” says Chamard.

Read the full article on securityinformed!

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