The Upside of the 3G Sunset

As a dealer/integrator there are two ways to look at the 3G Sunset. The first is to view it as the arduous task of contacting each customer, convincing them the absolute necessity of upgrading and spending precious time and resources completing equipment swaps.

The other way of looking at it is to see it as an opportunity. And yes, that word is way overused in today’s buzzword ladened marketing talk, but in this case it’s true. First, it gives you a solid reason to talk with your customers. That’s not something to be taken for granted. Every time you talk with a customer you get the chance to learn more about them, what they need and how you can help them. In other words, it’s a chance to sell your products and services.

Many of your customers don’t know what the jump from 3G to 4G/5G can do for them. You need to make sure they understand it gives them a faster, more flexible and secure network, capable of handling additional data. It makes their home smarter and a smart home is safer, more convenient and efficient. 

The pandemic has people looking to upgrade their homes

The pandemic and lockdowns kept a lot of people at home and in their houses. That has prompted many to look at making their surroundings more comfortable and appealing. Several surveys show more people in the U.S. are spending money on home improvements and that spending is expected to continue through the next year.

So, here are some smart home features you can offer you customers as they upgrade to 4G/5G with the Alula BAT-Connect:

  • Video doorbells
  • Security cameras
  • Door lock control
  • Lighting control
  • Air-conditioning and thermostat control
  • Garage door status and control

Tips for upselling 

The next question is how to sell these additional services and we have some tips from our own marketing team at Alula and some of our dealer/integrators leading the way. 

Offer discounts and deals – Some of our dealer/integrator partners have found this to be very successful. Your team is going to be in the customer’s home for the 4G/5G upgrade, so discounting certain equipment add-ons saves money and increases your RMR. Alula is also helping with a $99 service credit on all our panels and communicators.

Free consultation – Offer a free consultation with each 4G/5G upgrade. That way a sales rep can walk the customer through the options available explaining the benefits of added services.

Make everyone a salesperson – Incentivize your entire team. Your field technicians are often your best salespeople. Set up a bonus plan for anyone in the organization who makes a sale. 

Extend contracts – Some dealer/integrators have found this to be a great time to not only sell new services, but also to extend existing contracts.

Upgrading all 3G communicators by the end of February is a big hill to climb, but it can also be a way to boost business and increase RMR. Keep an eye out for more tips from us.

SSI Magazine names Alula Security App a Top Security Innovation

Security Sales & Integration has named the Alula Security App one of the “Top 30 Security Technology Innovations of 2021.” Alula’s app was selected under the “Smartphone App” category.

According to the magazine, the annual list selects products and services intended to help dealers and integrators provide superior security and safety, optimize installations, heighten profitability and grow customer bases.

Warren Hill, Vice President, Marketing, Alula, said the award was both an honor and a reflection of the time and attention Alula has placed on designing a feature rich, end-user friendly, mobile app.

“This award is a tribute to our design teams which create intuitive and highly functional system components that are easy for dealers to install and for their customers to use,” he said. “The award also means a lot to us coming from one of the industry’s leading publications.”

When paired with a compatible Alula panel or communicator, the app provides the same functionality as a 7” touch screen on the wall (The Slimline Touchpad). The Alula Mobile App enables users to arm and disarm their systems, receive notifications, monitor cameras, answer a video doorbell, control Z-Wave connected devices, perform tasks as scheduled or on demand and much more.

Download the latest version of the Alula Mobile App from the app store. There’s a demo mode that makes it super easy to navigate through a simulation of a system. Take a virtual tour through arming and disarming a system; navigate through options available with various sensors, check out live-view and recorded clip selection on the cameras tab and peruse through the simple operation of smart devices (thermostats, lights, locks and more). Check out the Alula Mobile App today!

Security Sales & Integration’s “Top 30 Security Products” are selected by two of the magazine’s regular contributors and columnists, Paul Boucherie and Bob Dolph.

Alula’s Customer Solutions Team Is Ready for Your Call

Any successful product-based company understands the value of customer service before and after a sale. The way a customer service team handles assistance calls, delivering timely, attentive and thorough advice, reflects the entire company. Quality service builds a loyal following willing to share their experiences, often becoming a significant sales asset. 

Ron Long, Alula’s vice president of operations and customer experience, and his 20-member team recognize the importance of their work. And they’ve set a high bar for themselves, aiming to settle all requests for service with a single contact.

“We’re pretty proud of the service we provide in the marketplace,” says Ron. “We take every piece of feedback and use it to coach our teams to make the overall service experience better and better for our customers,” says Ron. “Our target for resolving issues in one customer contact is 95% and we’ve surpassed that target every quarter going back to 2019’s Q2.”

He said Alula’s technical support team members handle about 170 calls a day in their Customer Solutions Center. At any given moment, there may be as many as 40 active product and service calls underway. A typical call has the team on the phone assisting a service professional with an on location with a homeowner.

“We have a lot of support material available across our website and Partner Training Portal that is always available,” says Ron. “But we’re still there to lend a hand if and when a problem arises during an installation.”

Although virtually all calls received at the Customer Solutions Center come from dealer partners, Ron remembers one standout call from an end user of an Alula system. The person had trouble getting the Alula mobile app to arm and disarm the home’s system successfully. It took a while to figure out why it wasn’t working.

“It turns out they had somehow managed to launch the app in our demo mode and it’s very realistic,” he says. “It will show you all the capabilities and features of the app, but in that mode, it will never interact with a home system.”

Ron joined the company 5 ½ years ago as part of the original leadership team that merged two companies to form Alula. He credits much of his success to his team, including Emilio Estevez, who leads the Customer Solutions Team; the Order Management and Regional Account Management team headed by Eric Finkler; and Customer Success Managers Keli Falls, Ryan Matznick and Chris Bartholomew. 

Ron is happy to make himself available to Alula partners through his email, ron.long@alula.com, or by phone at 832-668-0385. He says he also frequently visits the Alula Professional Dealers and Installers Facebook forum and is available via his LinkedIn site.

An Integrator’s Take on the New Alula Builder Program

Alula recently launched its Builder Program to help meet the increasing demands of homeowners for the comfort, convenience and security of a professionally installed integrated solution when they buy a new home. We recently spoke to Brian Motheral, general manager of Republic Elite Integration, a leading Northern California dealer and advisor on the formation of the Alula Builder Program, to gain his insights on how the program benefits dealers and integrators.

Homeowners expect functionality and control

He said consumer expectations have changed with the average price of a new home topping $800,000 in his area. 

“For that price, the average buyer expects some basic functionality and control over their home,” he said. “I always use the analogy of a car. You wouldn’t buy one today without Bluetooth and a navigation system. It took time for some builders to understand the concept, but they have come around. These systems changed builders’ marketing. Now, they’re quick to say their new projects are smart-home ready.”

When Motheral talks to builders, he reminds them they’re already putting locks, thermostats and garage door openers in their new homes.  The cost of turning these into smart devices is relatively inexpensive. Motheral estimates a basic home automation package costs about $500 – maybe adding a couple of dollars per month over a typical 30-year loan.

He said installing home automation systems into new homes still isn’t a large portion of Republic Elite’s revenue – most new home business still involves pulling wire and related activities. But he sees that changing as he works with larger and more nationwide homebuilders.

“We want any builder, especially a national developer, to make home automation systems a standard in every single home,” Motheral said. “We want to install as many of these as we can. We never lose money on an install – the builder is paying for it.”

How Alula helps

The Alula Builder program also presents opportunities for Motheral’s team to boost RMR. Republic Elite dispatches service techs to set up the Alula app and power up the system as the homebuyers move in. 

“The builders love the extra white-glove attention we provide,” he said. “That visit also gives us a chance to ask homeowners if they want a camera in the backyard, extra contacts on all doors and windows and monitoring.”

Motheral said monitoring home security and interactive services represent potential RMR. To hook new homeowners on the value of these offerings, he works with Alula to provide a free year of interactive services. 

“This is an area where Alula stepped up for us,” he said. “The Builder Program gives me the flexibility to determine what I want that trial period to be. At the end of the year, I’d guess up to 80% of the homeowners say, ‘Hey, wait a second. I still want to be able to control my home.’ We tell them we can make it happen, but there’s a monthly fee for that.”

Sleek design provides excellent aesthetics 

Motheral also gives Alula credit for designing a modular system that easily enables the addition of video doorbells, cameras and additional sensors. He said he adds as much as homeowners want to the Alula platform.  It’s more customizable and cost-effective than other platforms on the market, and he praised Alula for building sophisticated devices not resembling a child’s toy, like some other manufacturers’ offerings.

Among its many other benefits, the Alula Builder Program offers model home discounts, remote service activation and an optional Asset Protection Plan for during-construction coverage. The program is open to all Alula dealers. For more information, visit https://alula.com/builder/.

Alula new features and capabilities for Q1

Q1 2021 Partner Update

Welcome to the first edition of our quarterly partner update on the new features and benefits added to Alula’s capabilities via firmware updates and back-end improvements.

Each quarter we will highlight the most important new capabilities, to make sure you don’t miss any of the great new tools available to help your business.

Here are the top 3 new features:

  • IP-only BAT-Connect Service Option: Offers partners a chance to provide a low-cost option for customers who don’t need cell service.
  • Ability to Remotely Toggle Cell: Now you can install in lower-cost IP Only mode, but have a cellular path available if it is needed. Remotely turn on or off a customer’s cellular connection in AlulaConnect, allowing dealers to troubleshoot without a truck roll and offering unique IP/Cell service options for builder markets.
  • Dashboard Analytics: AlulaConnect provides a visual data overview of your customer base, delivering business-critical information, such as accounts at risk of attrition.

In addition to those big improvements, we’ve also added the following:

You can find more information about all of these by accessing your account in the PRO Partner Portal and AlulaConnect.

Thank you for your interest in Alula and stay tuned for more updates on new features and benefits being added weekly for Alula Pros.

$99 Service Credits on All Alula Panels and Communicators

Loyalty has its rewards. That’s why we are happy to announce we’re providing dealers with a $99 service credit on our panels and communicators, including all Connect+ panels and kits, BAT-Connect and BAT-Fire.

“We appreciate the tremendous loyalty we receive from our dealer partners and this credit is another way we can say ‘thank you,’” said Dave Mayne. Alula’s Chief Revenue Officer. “This credit applies to both new installs as well as system upgrades which really gives our customers an opportunity to save with every single project.”

What does this savings translate to? With an MSDP of $119, the award-winning BAT-Connect communicator’s net price after this service credit is only $20. Our recently launched FACP communicator, BAT-Fire, is $75.50* and our Connect+ Premium Kit – with three door/windows, a motion and the 7” Slimline touchpad control interface – is only $250.*

“Especially in the last year of the 3G/CDMA cellular sunset, we hope our partners view this as a great opportunity to put additional money towards the bottom line with each and every installation” Mayne said.

Visit the Service Credit page to register for the  program. To make it even easier for you, if you previously enrolled in our Sunset Program you will be automatically registered for the $99 Service Credit with no further action required. 

After registration, to take advantage of this savings, be sure to select the $99 Service Credit billing plan when registering devices on the AlulaConnect dealer portal.

“We recognize the contributions of our dealer partners and encourage all to enroll in the Alula $99 Service Credit program” said Mayne. 

 

*Connect+ Premium savings based on MSDP of $349. BAT-Fire MSDP $174.50.

Alula VP Paul Saldin featured in Security Today

Alula VP of Engineering Paul Saldin contributes a column to this month’s issue of Security Today.

Called “Cutting the Cord,” the column explores how the introduction of reliable wireless communication has changed the security industry for the better and created the “Internet of Things.”

Saldin writes:

The self-contained panel–with its user interface on the front and battery and electronics on the inside–was an architectural innovation that proved to be a game-changer for the security industry. For the first time, security panels did not need to be installed in basements and utility closets. They could be placed on a wall near the front door, or on a kitchen counter — a more convenient location for homeowners and installers alike.

This was also the dawn of a fundamental change to the industry: the gradual move by installers away from charging for a full day’s labor pulling cables and instead shifting to the recurring revenue model.

Read the full column here.

Alula Pro Roundtable: Insights on the ADT/Google Partnership

Alula recently hosted an interactive panel discussion with insiders from various segments of the security industry to discuss a number of changes and developments impacting the security industry, from Google’s partnership with ADT to the effects of COVID-19 and social unrest. Below are some key takeaways from this wide-ranging and informative discussion:

Tech Giants Entering the Market

The recent partnership between Google and ADT highlighted a number of factors, the first of which is the value of the professional channel, specifically the “feet on the street” and technical leadership necessary to bring value to the connected home/connected business experience. That Google would partner with ADT to launch security offerings demonstrates how much value there is in the professional channel.

This deal also underscores the point that security is the lead technology that ties a lot of automation solutions together in the home or business. Security, life safety and protection services becomes the lead element and drives the adoption of other connected devices. Big tech hasn’t quite figured out how to monetize the connected home yet, but the security industry has. The value of the professional channel and the dealers who will participate in this deal are now highlighted in Google’s investment and their partnership with ADT. 

Security is in a great position, with Google coming onto the professional installer’s turf, and if installers continue to innovate and differentiate themselves in the marketplace, everyone is going to have a bigger piece of pie. 

More than Technology

Google has been making bets on devices with Nest and Dropcam. This latest development demonstrates Google’s desire to monetize those investments and its recognition that it takes more than technology to be a success in security. 

This may be the first of many dominoes to fall because based on how this partnership works out, it’s safe to assume that we’ll see more movement into security from other tech giants like Amazon (which has already entered the market with its acquisition of Ring).

Like Google, Amazon hasn’t had a ton of success monetizing their devices, so you can be sure they’re watching the Google-ADT partnership to see what works and what doesn’t. And they’ll likely be looking for their own “feet on the street” partner – or straight-up acquisition – in the not-so-distant future.

Where the large tech companies have missed the boat is in the services aspect that goes along with the technology. Devices themselves are one-off sales, but the professional security market has long realized that the real money is made in the recurring revenue component from service offerings. Traditionally, that may have been monitored security intrusion going into a central station, but those services have become more all-encompassing in recent years. So while Google and others may have been entering security from a technology standpoint, a more accurate measure of their penetration going forward will have to include some consideration of recurring revenue elements around those companies’ devices. 

Security in an Uncertain World

Security has long been an event-driven purchase, and pandemics and social unrest are certainly events. Uncertainly, anxiety and change seem to be the new normal in day-to-day life, and as a result there is a greater desire to settle in and protect. As a result, we’re seeing an uptick on security devices going into homes, and people turn to people they trust, and in security and life safety, that tends to be a company with a local presence. This is where an ADT comes into play from Google’s perspective. While we don’t know what the world is going to look like in the next 18 to 24 months, the good news is that recent events haven’t negatively impacted the security industry. It’s just forced people to rethink how they go to market and how they do business.

What’s Next?

Between the global pandemic, social unrest, new players entering the market and other changes and uncertainty, the security industry needs to be flexible and creative. This opens up opportunities to bring a heightened level of service to emphasize the customer experience, support and professionalism. At the same time, we need to be mindful of the relationship we have with our customers, which, as Google recognized, is as much a factor in business success as the technology itself.

Alula Launches Wireless Outdoor Siren to Protect the Yard

The new device adds to an outdoor security products line that includes an outdoor gate sensor, outdoor motion detector, outdoor bullet camera and doorbell camera

Alula, the leader in smart security and automation systems for professional installers and the award-winning inventors of the Connect+ Platform, today announced the latest addition to its line of outdoor security products, the RE636 Wireless Outdoor Siren.

The Wireless Outdoor Siren is an extended perimeter warning device that produces high volume alert sounds and visual strobing. The device provides an early warning to summon help in the event of burglary, smoke or carbon monoxide alarm conditions. The siren’s volume and strobe lights are adjustable through AlulaConnect to accommodate any installation scenario, and the siren can be incorporated into home automation routines through Alula’s Scenes engine.

“In an emergency, there’s no time to waste, and we’ve seen tragic instances where first responders weren’t able to find the right house,” says Dave Mayne, VP of Products for Alula. “With the outdoor siren, there’s a flashing light that tells police and firefighters exactly where help is needed. Eliminating confusion in those crucial moments can save lives.”

The RE636 includes a multi-cadence siren, 2-5 year battery life (batteries included), and IP56 water resistant enclosure. The siren can be installed with AC power by routing the power supply wire through the hole in the back plastic, while wall mounting can be achieved by securing the siren to a surface with the included mounting screws. The Connect+ panel supports up to eight RE636 sirens at one time for especially large properties. 

“There has been a dynamic shift with people spending more time at home this year,” said Alula CEO Brian McLaughlin. “It’s more important than ever to feel secure at home, and the Outdoor Siren offers an early warning that can save lives and provide peace of mind.”