I was brought in as part of the sales team as a subject matter expert to assist with this large manufacturer’s RFP for a new integrated IP video, access control and fire system to replace the existing analog system in their facility. As a late entry into the RFP process, we were not part of the original design of the system or one of the primary vendors. Upon reviewing the system requirements, I was able to identify numerous conflicts in the RFP specification.
We worked with the customer to understand their long term needs and explained the concerns we had about the design and inability for them to grow with the system. Our presentation of the solution included an apples to apples comparison based on the specification in the RFP but also included a comprehensive solution that addressed those long term needs. Our success on this project lead to the complete replacement of their sister company’s video, access control, intrusion and fire system which added additional capabilities that were not available with their previous system.