The Power of Referrals and Customer Care in an Evolving Security Industry.

Chris Gilbert

Founder - Partnerships - Visionary

August 22, 2025

The Power of Referrals and Customer Care in an Evolving Security Industry

After more than 26 years in the security industry, I’ve come to believe one truth stands above all others: technology changes, but people remain at the heart of what we do. Cameras, access control, analytics, and hosted solutions all advance year after year—but the power of referrals, the trust built through great work, and the commitment to deeply caring about a client’s business challenges remain the true differentiators.

When I reflect on why our company continues to grow, it isn’t just because we design sophisticated integrated electronic security systems. It’s because clients trust us. That trust doesn’t happen overnight. It’s earned through consistently showing up, doing excellent work, and listening, really listening to the challenges our clients face in safety, security, and business operations.

Too often, security can be treated as a checkbox: install a camera here, mount a card reader there. But the organizations we partner with aren’t looking for checkboxes. They’re looking for solutions that reduce risk, protect people, and make their operations more efficient. When we take the time to understand the nuances of their world, whether that’s a logistics company ensuring continuity of supply chains, a manufacturer safeguarding high-value assets, or a financial institution protecting customer trust, we move beyond being just a vendor. We become a trusted partner.

That partnership is what fuels referrals. A client who knows we are invested in their success is far more likely to introduce us to another business leader, not just because we installed good equipment, but because we cared about their long-term outcomes. Referrals are the highest form of trust in this industry. They aren’t earned through flashy marketing or one-time transactions. They’re earned when clients see firsthand that we are invested in their safety, their efficiency, and ultimately, their peace of mind.

Today, integrated systems and hosted solutions are transforming what security can do. They allow us to move beyond reactive monitoring and into proactive management, helping businesses streamline operations, reduce costs, and improve resilience. But these tools are only powerful when they’re applied with a deep understanding of the client’s needs. Technology is the “how,” but genuine care is the “why.”

As I look forward to the next chapter of our industry, I believe the companies that thrive will be those that hold onto this balance: embracing innovation while never losing sight of the human side of security. At the end of the day, the power of referrals, doing great work, and putting the customer first will always be the strongest foundation for lasting growth.