Owned and Operated - A Plumbing, Electrical, and HVAC Business Growth Podcast How to Build, Scale, and Sell a Security or Fire Protection Business
Oct 8, 2025
Collin Trimble and Steven Ullman, co-founders of Alarm Masters, share their journey of scaling their security firm from under $2M to over $6M. They delve into the three revenue pillars—install, service, and recurring revenue—and discuss the significance of acquiring monitoring accounts for future projects. Tips like the coffee/taco drop strategy reveal innovative ways to enhance customer loyalty and cross-sell services. They also explore M&A strategies, hiring operations leaders, and the competitive landscape of the security industry.
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First Deal Was The First Look
- Collin and Steven bought the very first alarm business they looked at after a broker warm-introduction.
- They closed in four months after ~4 months of due diligence and quickly began operating it.
Three Revenue Pillars
- Security businesses have three revenue pillars: installations, service, and recurring monitoring/subscriptions.
- Each pillar has different cadence and lifetime value that together form the company's economics.
Buy Accounts To Unlock Cross-Sells
- Buy monitoring RMR accounts to unlock cross-sell opportunities across five scopes (cameras, access, fire, intercom, PA).
- Use purchased accounts as a beachhead to win higher-LTV projects over time.