Level 2

PAC Vertical Sales

2 Hours per Workshop | Initial Workshops: Healthcare, Education, Government

PAC Vertical Sales Training builds on PAC Sales Essentials by applying the methodology to the unique security environments, stakeholders, challenges, and sales opportunities found within specific markets.

Rather than teaching a generic approach to every customer, these focused virtual workshops help PAC sales professionals understand how access-control conversations change depending on the environment they’re selling into.

 

From Methodology to Market Expertise

HOW THE TRAINING WORKS

PAC Sales Essentials teaches participants how to sell PAC.

Vertical Sales Training teaches them how to apply those skills within specific customer environments.

The foundational methodology

GRAB → PAC 10 → FBQ → Door → Building → Campus

Each workshop applies this methodology through the lens of a particular market. Participants learn what to look for, who to talk to, what questions to ask, and how PAC may fit into the customer’s broader security strategy.

Healthcare

KEY TOPICS

  • Staff, patient and visitor movement
  • Sensitive and restricted areas
  • Credential administration
  • Multiple departments and stakeholder groups
  • After-hours access
  • Multi-building healthcare environments
  • Existing and legacy security infrastructure
  • Integration opportunities
  • Expansion and modernization conversations

Education

KEY TOPICS

  • Perimeter and building access
  • Staff, student and visitor movement
  • Administrative and sensitive areas
  • After-hours and community use
  • Campus-wide security
  • Emergency/security considerations
  • Legacy system modernization
  • Multiple buildings and phased projects
  • Integration opportunities

Government

KEY TOPICS

  • Public versus restricted areas
  • Employee and visitor access
  • Administrative facilities
  • Public-safety environments
  • Sensitive and higher-security areas
  • Multiple facilities and departments
  • Legacy infrastructure
  • Modernization and migration
  • Procurement considerations

WHO SHOULD ATTEND

Integrator sales representatives, account managers, business development professionals, sales managers, distributor sales professionals, and professionals responsible for identifying or developing access-control opportunities.

PREREQUISITES

PAC Sales Essentials

Next Step
PAC Advanced Sales Training