But increasingly, Boyce said, smart home components include the ability to adjust components like lighting, heating and air conditioning, and appliances and devices. Defenders projects up to 97 percent of its clients will have some form of smart home technology within 12 months. “We think the residential security business will continue to grow and the growth will accelerate because there will be more smart home components,” Boyce said. That’s pretty impressive penetration considering Defenders didn’t get into smart home devices until 2014. The company then backed off of those sales for a time to re evaluate and retest the market. This year, it has jumped back in full
force. “We’re a test and measure company,” Boyce said. “We test everything. We do a lot of analytics. ”That testing extends to almost every aspect of the company, from
sales and marketing including how to handle in bound calls and its sales pitch to product offerings and customer service. That approach “assures we never under protect a family or never oversell a system people don’t need,” he said.