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Rethinking your channel strategy? Entering the security market? Evaluating an acquisition? I'd like to hear about it.
Andrew Campagnola
andrew@securlore.com Connect on LinkedInStrategic advisory for security manufacturers and investors. Channel strategy, product positioning, and go-to-market — from someone who's worked every side of the industry.
End user. Integrator. Consultant. Manufacturer. I've sat in every seat at the table — plus engineering, sales, operations, and product management. That cross-functional experience gives me a perspective most consultants don't have: I understand how security solutions are built, how they're sold, how they're deployed, and why adoption succeeds or fails. I speak regularly at ISC West, ISC East, and Access Control Summit, and write about the future of access control in commercial real estate.
Direct vs. distribution. Dealer programs vs. integrator-direct. National accounts vs. regional focus. I'll help you build a GTM that fits your product and your resources.
The channel is everything in this industry. I help you understand integrator economics, dealer expectations, distribution dynamics, and how to build programs that actually get traction.
Should you build that feature, acquire it, or integrate? I'll help you evaluate the landscape — who's worth partnering with, who's acquisition bait, and what you should own vs. outsource.
Access control, video, intrusion, intercoms — each has its own competitive dynamics and buyer expectations. I'll help you position against incumbents and find whitespace.
New to physical security? I'll help you understand the players, the channel structure, the buyer journey, and why this market doesn't work like IT or SaaS.
Evaluating a security company? I provide context on competitive positioning, technology differentiation, channel strength, and whether the RMR story holds up.
Rethinking your channel strategy? Entering the security market? Evaluating an acquisition? I'd like to hear about it.
Andrew Campagnola
andrew@securlore.com Connect on LinkedIn