How to Sell Biometrics
In Part 1, we delved into the fundamentals of biometrics and explored its applications. Now, let’s shift our focus to how system integrators can effectively market and sell biometric solutions.
The first and foremost is to engage customers by asking targeted questions and addressing their specific security concerns. Understanding their pain points is key to tailoring a solution that meets their needs. By analyzing their challenges and presenting case studies or examples where biometrics successfully resolved similar issues, you can pique their interest and enhance the likelihood of adoption. Highlight the return on investment (ROI) and long-term cost savings associated with biometrics.
Demonstrating how biometric solutions can streamline operations, enhance security, and reduce overhead costs over time will resonate with customers seeking practical and efficient security solutions.
The crux of effective selling lies in adopting a solution-based approach. It’s not merely about showcasing a product’s features or data sheets, but rather about demonstrating how a comprehensive solution addresses real-world challenges faced by customers. Let’s illustrate this with scenarios to highlight some common use cases:
Scenario 1: Consider unclean industries where extreme environmental conditions are the norm rather than the exception. Oil and gas refineries, mining, petrochemical, and seaports are often exposed to harsh elements like heat, dust, and corrosive substances. In these rugged environments, traditional biometric access control and time-tracking methods are inadequate and prone to failure due to the extreme environmental conditions but also the fact that the employee population (who works with their hands, wear PPE equipment, etc.) face a few more unique challenges than personnel that work in offices. Most biometric systems available in the market are tailored for office or residential environments, which do not face the harsh conditions commonly found in industrial settings. This is where advanced, rugged, and customizable biometric access control and workforce management solutions come into play. Unlike off-the-shelf solutions, rugged security offerings from high-end manufacturers who focus on these unclean, industrial environments address the challenges faced by the customers and just plain work!
Scenario 2: In any organization, whether an enterprise with a few thousand employees or a large industry with a substantial blue-collar workforce, time theft and inaccurate payroll can significantly impact productivity and financial health. On average, 10% of employees lose 10 minutes per day due to these issues. For a company with a staff of 1,000, this translates to a daily loss of up to 17 hours of productivity, amounting to an estimated US$360,000 annually. Over time, these losses compound, affecting any organization’s bottom line. Invixium’s advanced biometric workforce management solutions offer a robust answer to this challenge. By implementing a more accurate, secure time tracking system, this loss can be recuperated without any additional effort from the staff. Investing in biometric technology has a direct impact on payroll management, reducing the risk of overpayments, and saving organizations significant resources.
Scenario 3: When off-the-shelf products or standard workflows fall short, organizations should look for biometric suppliers who can offer Customizations. Imagine a business transitioning from cards to biometrics that relies on legacy software for security databases, or an enterprise requiring custom integrations with various HR or video management software. In these scenarios, businesses needs out-of-the-box features or integrations with other systems (i.e. Oracle, HRMS, Access Control, Building Automation, Video, etc.) to support their unique security needs. Tailored solutions provide personalized assurance that the biometric system will function exactly as needed. Manufacturers that offer customizations enable organizations to achieve optimal performance, enhancing both security and operational efficiency.
USPs of Invixium’s Biometric Solutions for System Integrators
Rugged Construction: Designed to withstand the toughest conditions of industrial & critical infrastructure sectors, Invixium’s biometric access control and workforce management solutions ensure reliable authentication and seamless integration into operational workflows. IXM TITAN is the most rugged biometric product available in the market, purpose-built for the most challenging settings. With a solid all-aluminum body for outdoor installation, Corning® Gorilla® Glass LCD, anti-spoofing and anti-tamper measures, TITAN keeps critical areas secure.
One-stop Solution Provider: Invixium offers a complete suite of biometric solutions, eliminating the need for integrators to source from multiple vendors. From access control to workforce and visitor management, Invixium caters to all customer requirements, simplifying installation and management processes.
Customizations: The marketplace is full of manufacturers that only offer preexisting, off-the-shelf solutions that cannot meet 100% of the customer’s requirements. Invixium has a long track record of working closely with system integrators to construct customized solutions that are tailored to customer’s unique requirements. We are passionate about delivering value and giving our clients the ideal solution to their real-world problems.
Cellular Connectivity: In remote industrial settings where network connectivity is scarce, Invixium’s flagship solution, TITAN emerges as the only solution. Equipped with a comprehensive array of connectivity options including Wi-Fi, Bluetooth, NFC, and integrated 3G/LTE cellular connectivity, TITAN ensures continued productivity. Whether deployed as a standalone solution in the field or networked into an Enterprise System, TITAN’s versatility and robust connectivity empower industrial sites to operate at peak efficiency, even in the most challenging environments.
Seamless Integrations: Invixium offers biometric solutions that seamlessly integrate with HRMS and video management systems. We have established a long list of integration partners with leading brands in Access Control like Honeywell, LenelS2, Genetec, Gallagher, Siemens, NEDAP, ACRE Security, and more. With a wide range of integration partners, installation and setup are streamlined, allowing for quick and efficient deployment.
Training and Support: Our comprehensive training and professional services equip system integrators with the knowledge and skills needed for successful deployment and implementation. With hands-on guidance and ongoing support, Invixium ensures a smooth transition and long-term reliability for customers.
Value-Added Support Services: On top of a smooth transition, Invixium provides post-sales support (email and phone) from the Invixium Technical Services team via Annual Support Contract. With an active ASC, customers can gain access to firmware and software updates that can improve the security, functionality, and compatibility of products.
What sets Invixium apart is its focus on addressing the root cause of the customer’s challenges. Instead of simply selling a product, Invixium offers a holistic solution that mitigates security risks, streamlines operations, and delivers tangible results.
For more information about our modern and rugged biometric access control, workforce, and visitor management solutions, contact our team today.
