Today, SAGE offers hosted access, hosted video, facial recognition, and long-term video storage as its menu of services. To help grow this segment, SAGE has prioritized developing a managed service culture, from sales to finances, to ensure that it can handle RMR. "It's challenging for a traditional integrator to shift business. … We had been built to handle construction projects for so long, but it's a different world for RMR," he says. That's why it's important for integrators to train every aspect of the organization — sales, operations, and finance — to understand how RMR services work for the customer, how they're deployed, and how they're billed, Nemerofsky says. SAGE Integration's RMR growth strategy was rooted in two strategic acquisitions of businesses that already had embedded service contracts and the employees to generate RMR, says Chief Operating Officer John Nemerofsky. // IMAGE COURTESY OF SAGE INTEGRATION