DPS Telecom's Sales Department: Monitoring Consultants Who Put You First


Ron Stover, Special Projects Manager
Ron Stover
DPS Telecom
Special Projects Manager

"We're not your typical sales department," says Ron Stover, DPS Telecom's Special Projects Manager.

"We don't rush the client. We don't recommend solutions until we have a good understanding of the client's requirements and ultimate goal. We're design consultants."

What makes Stover and his sales staff different is their sincere, no-nonsense commitment to putting their clients first.

Stover's primary goal is making sure you have the right solution to meet your needs - and if that means a smaller sale, that's OK with Stover.

"A lot of the time we propose solutions that have a smaller sales volume, if it's the right solution for the client," said Stover.

"That goes back to the DPS philosophy of creating complete client satisfaction. We customize our solutions to make it the right fit without the client having to buy a lot of extraneous hardware and software.

"The bottom line is, if you're not 100% happy with the solution we've provided, we've done something wrong. My personal promise is that when you order from DPS, you'll get the exact solution you're looking for, or you'll get your money back," said Stover.

The DPS Telecom sales process is a systematic guarantee of Stover's promise. With every client, Stover and his sales staff follow a standard procedure that's designed to safeguard the client's best interests at every step.

Step 1: Consultation

When he first talks to a client, Stover's only immediate goal is to determine the client's real needs, both for the present and the future.

"First we look the challenges you're facing right now. What are you currently working with, and why isn't it working for you? What are your current solutions shortcomings and pitfalls?

"We have an extensive site survey we work from to understand your network - what equipment do you monitor, what alarm equipment do you currently have, what protocols and interfaces do you use," said Stover.

"But we also look at where you want to be in the future, five or ten years down the road. We want to find out what a perfect long-term system for you would look like. We don't want to provide you with something you'll have to re-do two years from now."

Step 2: Design

The next step is to design an alarm monitoring application that will serve as a bridge between the client's current state and future objective. The goal here, Stover said, is to create a "perfect fit" solution.

"A perfect fit solution is different for everybody's application. It might mean visibility of network systems you haven't been able to monitor before. It might mean consolidating visibility of your whole network to one console. The key is creating a solution that's simpler for you to manage, from your operational standpoint," said Stover.

In most cases, the client's needs can be served with an existing DPS product. But if current products don't provide that perfect fit solution, Stover will work with the DPS Engineering Department to develop a custom solution that meets the client's exact requirements.

"From a design aspect, perfect fit means we match our existing products against your requirements. A lot of times, an off-the-shelf solution will meet your needs. But if it doesn't, we modify our hardware and software so it fits your needs exactly. Our hardware is modular and the intelligence is built into the software, so we can tweak it pretty easily until it's the absolute best fit for you," Stover said.

DPS Telecom Web demonstration image
Stover uses live Web demonstrations to show clients the nuts and bolts of alarm monitoring technology.

Step 3: Web Demonstration

When a preliminary design has been created, Stover contacts the client for a Web demonstration. Using a shared browser connection and a conference call, Stover explains the basics of the application and familiarizes the client with the technical features of the equipment that will be used.

The Web demo is a convenient, no-pressure way for the client to get a very personalized demonstration of the proposed alarm monitoring solution, covering both the broad application and the fine technical details.

DPS Telecom alarm monitoring solution diagram>
Sales quotes to clients are illustrated with detailed technical drawings.

Step 4: Quote

If the client approves the initial presentation, Stover's staff prepares an in-depth written quote that details the client's existing situation, how the proposed solution will improve that situation, and the technical functionality of the equipment.

"First we reiterate our understanding of your as-is situation, and we explain how where going to take you from where you are right now to your desired end results. Then we get into the nuts-and-bolts aspect of how it's going to work in your network," said Stover.

"We also provide extensive application drawings with the quote. We spend a lot of time creating the drawings, because they really help you connect the dots and see what we're proposing.

"The quote also includes a price page that breaks down the cost on a line-by-line basis, and a list of referrals to existing DPS clients. These are companies in your industry, sometimes even in your geographical area, that use similar equipment to what you have now and similar equipment to what we're proposing. We want you to see you're not buying something that's untested or unproven."

Step 5: Installation, Training and Support

Stover emphasized that DPS clients aren't on their own after they purchase. DPS Telecom continues to support the client with installation services, training and 24/7 tech support.

"Our installers are subject-matter experts in the product they're installing - in fact, they're the same guys who teach classes at DPS Factory Training Events. For a full-system install, your installer will make sure everything is working right and he'll train you and your staff on the system," said Stover.

"We provide training with installation so that you have full control over your own alarm monitoring system and your own destiny. We want you to be as self-sufficient as possible - but we also provide a high level of support. For the lifetime of your DPS alarm monitoring solution, you're entitled to 24/7 technical support."

Step 6: Evaluation, Backed by a Money-Back Guarantee

Every alarm monitoring solution from DPS Telecom, including custom-engineered solutions, is backed by a 30-day, no-risk, money-back guarantee.

"Clients love this, because it basically removes all risk from buying our equipment. And that's only right. If you're going to commit a portion of your budget, you should be sure the product delivers a huge amount of value," said Stover.

"We guarantee that your alarm monitoring solution will work as promised, and if it doesn't, you're not on the hook for anything. After your system is installed, you can try it for 30 days, and if you're not happy for any reason, you can send it back and you're not on the hook for the equipment, for the training, for the shipping, for anything. It's just a 100% money back."


Put DPS Telecom's Perfect Fit Solutions to Work for You

No matter what your monitoring requirements are, DPS Telecom has a perfect fit solution for you. Whether you need small, versatile RTUs like the NetGuardian 216 ... large, full-function RTUs like the NetGuardian 832A ... or the complete T/Mon Remote Alarm Monitoring System master station, DPS solutions are 100% guaranteed to work for you - or your money back.

See full specifications of T/Mon

See full specifications of NetGuardian 832A

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