Modern Systems

Modern Systems Savance Workplace Partnership Case Study Illustration

The Success of an Integrator: Building Recurring Revenue Through Partnerships

A Savance Workplace Case Study

Organization: Modern Systems

Industry: Access Control Integration

Partner Since: 2020

Headquarters: Yadkinville, NC

Access Control Integration: PDK

David Hudson

Integrator, Modern Systems

It was completely painless for us as an integrator. From the setup to the design, everybody knew what it was going to look like at the end; it's not like you were opening a Christmas present and you didn’t know what was inside.

I never would have expected a partnership with a manufacturer to generate $100k in recurring revenue so fast.

Sam Loria

Head of Strategic Partnerships, Savance

We strive to be an extension of our partners, actively contributing to their marketing, sales, and support efforts. This approach has been pivotal in driving recurring revenue and ensuring their customers receive the best solutions and experiences.

Our partnerships are built on a foundation of mutual growth. We don't just sell products; we build ecosystems where our partners and their customers thrive together.

The Success of an Integrator: Building Recurring Revenue Through Partnerships

A Savance Workplace Case Study

Savance helped me target my existing customer base, and they turned it into a blueprint for success as they marketed Modern Systems to other businesses that fit our ideal customer profile.

David Hudson, Integration Partner

Background:

Instead of being a single throat to choke, Modern Systems is a single hand to shake for their customers. They have been serving businesses in North Carolina, South Carolina, Virginia, and Georgia since 1994, and they have become a trusted advisor for their customers and a benchmark for integrators everywhere. One of their largest target markets is long-term care facilities, and they specialize in access control, video surveillance, fire alarms, and situational awareness.

The struggles of finding a good partner for visitor management

Like most integrators, Modern Systems is constantly running into opportunities where they need a visitor management system that they can trust, but they have been burned in the past with short-term solutions and manufacturers that don’t put partnerships and the success of their customers first.

Combined Visitor Management & Health Screening Self Check-in Kiosk Created for Glenaire

Modern Systems and Savance customer Glenaire uses a combined Visitor Management/Health Screening self check-in kiosk equipped with a full set of add-ons, such as a barcode scanner, visitor printer, UV cleaner, and temperature scanner.

Staff and Visitor Check-in and Health Screening Kiosk with Temperature Scanner and Other Accessories for Forest at Duke

Modern Systems and Savance customer the Forest at Duke needed a combined, bilingual Visitor Management/Health Screening kiosk for visitors and staff, equipped with accessories such as a barcode scanner, visitor printer, UV cleaner, and temperature scanner. For an additional layer of security, the Savance Workplace system integrates with PDK access control.

Health Screening kiosk for visitors and staff with full set of accessories

Modern Systems and Savance customer Carolina Meadows needed an effective way to screen staff and visitors at two locations during COVID-19. The solution was Health Screening kiosks with relay modules and a full set of accessories. Carolina Meadows also uses Mobile Check-In, an add-on that lets people complete the screening process using their own mobile device.

As an essential element in safe, secure, and accountable facilities, visitor management systems provide organizations with complete control over who gets access to their facilities. They also ensure that every person is in compliance and that they can be accounted for in the case of an emergency or necessary evacuation. Without a properly integrated visitor management system, organizations leave themselves at risk and liable for the safety and security of everyone in their facilities.

“With our long history of transforming workplaces with essential solutions like visitor management, emergency mustering, custom status boards, and access control integration, we were a perfect fit to set them up for success.”

Finding exactly what you and your customers are looking for

Looking back at the PDK Cloud Security Summit, it is clear that it is where destiny aligned for Modern Systems and Savance. As David Hudson, Strategic Account Director at Modern Systems, walked around the summit, he found Steve Bardocz, Founder and CEO of Savance, and the two of them quickly realized that they had a shared vision for safety, security, and accountability.

“They had a customer, Glenaire Retirement Community, that needed to automate their visitor process with a future-proof solution” says Steve Bardocz. “With our long history of transforming workplaces with essential solutions like Visitor Management, Emergency Mustering, custom Status Boards, and access control integration, we were a perfect fit to set them up for success.”

What does a white glove experience look like when you’re selling and deploying a new system?

From that point forward, visitor management was a white-glove experience for Modern Systems. After getting to the bottom of Glenaire’s desired outcome together, Savance was able to become an extension of Modern Systems and provide them with exactly what they needed in a solution. With the best of the best working together on the implementation, it was a recipe for success. “I’m the tip of the spear,” says David Hudson.

Being surrounded by some of the best techs in the industry, Modern Systems was able to provide turn-key installation and service for Glenaire with remote support from a dedicated team at Savance. With it being their first Savance Workplace implementation, it was important that the installation went off without a hitch. “It’s not like we’re dealing with customers that are next door, sometimes they are hours away,” says Hudson, “so there can’t be any trouble, especially during an implementation.”

“It’s not like we’re dealing with customers that are next door, sometimes they are hours away, so there can’t be any trouble, especially during an implementation.”

“Every integrator has a dedicated Partner Success Manager, Project Manager, Implementation Specialist, Creative Director, and a team of Support Engineers that are there to make sure that they are able to provide their customers with a true white glove experience.”

Savance holds itself to a white-glove standard for its partners and customers, and provides unlimited support – giving integrators true peace of mind when they are on a job-site. “Every integrator has a dedicated Partner Success Manager, Project Manager, Implementation Specialist, Creative Director, and a team of Support Engineers that are there to make sure that they are able to provide their customers with a true white glove experience”, says Sam Loria, Head of Strategic Partnerships at Savance.

With the right solution, and the right people behind them, Glenaire was able to transform their facilities and set a new standard for retirement communities. Looking back on the painless implementation, David Hudson reflects on how everyone knew exactly what to expect, and how well it lined up with their desired outcome: “We were able to provide Glenaire with everything they wanted and needed, and it was completely painless for us as an integrator. From the setup to the design, everybody knew what it was going to look like at the end, it’s not like you were opening a Christmas present and you didn’t know what was inside.”

How to nurture success and building streams of recurring revenue

The triumph at Glenaire was just the beginning. “As COVID-19 screening requirements began, the ability to future-proof facilities and pivot visitor management to ensure compliance went from a ‘nice-to have’ to a ‘need to have yesterday,’” says Sam Loria. While most businesses were stuck with paper based processes or scrambling to put new systems in place, Glenaire was able to quickly and painlessly pivot their existing Savance Workplace system to address the new screening requirements for visitors and staff.

“As COVID-19 screening requirements began, the ability to future-proof facilities and pivot visitor management to ensure compliance went from a ‘nice-to have’ to a ‘need to have yesterday.”

Armed with success, Savance led a series of co-marketing campaigns for Modern Systems to target their existing account base and new customers that fit their ideal customer profile. “It was incredible,” says David Hudson. “They sent email campaigns, made phone calls, and took web conferences for me. Savance helped me target my existing customer base, and they turned it into a blueprint for success as they marketed Modern Systems to other businesses that fit our ideal customer profile. I never would have expected a partnership with a manufacturer to generate $100k in recurring revenue so fast”. These campaigns, carefully crafted to build on the success at Glenaire and produce similar results, highlighted the strengths of each partner and set a new standard for other retirement communities in their region.

Sam Loria of Savance elaborated, “Our partnerships are built on a foundation of mutual growth. We don’t just sell products; we build ecosystems where our partners and their customers thrive together.” This philosophy has been central to driving new business and sustaining sticky, long-term growth. “We strive to be an extension of our partners, actively contributing to their marketing, sales, and support efforts. This approach has been pivotal in driving recurring revenue and ensuring their customers receive the best solutions and experiences.” Through these concerted efforts, the partnership between Savance and Modern Systems has built a new stream of recurring revenue, expanded both customer bases, and established a reputation for delivering solutions that are innovative and trusted.

Putting partnerships first and fulfilling our mission

As Savance continues to become a standard for safe, secure, and accountable workplaces, looking back at success stories like the birth of the Modern Systems partnership showcases one of Savance Workplace’s most important core values: putting the success of our partners and their customers first.

If you’re an integrator and you’re looking for a partner that can provide your customers with innovative and sticky solutions like visitor management, emergency mustering, workforce tracking, or custom status boards, reach out now to talk to us about a partnership and how we can help you build recurring revenue.