RMR 101: How Recurring Monthly Revenue Helps You Build a Smarter Integration Business

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April 12, 2025
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By Ted Bremekamp, SpecOp Secure

I remember finishing a big install for a client. They were thrilled. Everything worked exactly how they wanted it to. We got paid. And then? We moved on to chasing the next job, quoting another project, hoping to land the next big one.

That cycle—work, invoice, repeat—feels familiar to most integrators. It’s how many of us build our businesses. But over time, I noticed a pattern among integrators who weren’t constantly in hustle mode. They had built something more stable. Most of them had added Recurring Monthly Revenue (RMR) to the mix.

If you’re curious about what that looks like—or whether it’s worth the effort—this post is for you.

What Is RMR and Why Should You Care?

RMR is income you earn monthly by offering a service your clients value—like network monitoring, cybersecurity, or ongoing system support.

And here’s the part many integrators don’t realize: if you’ve ever sold a home security system with a monitoring plan, you’ve already sold RMR. You just didn’t call it that.

The security industry built its business model around recurring revenue. You can apply the same thinking to today’s connected homes and smart systems. You’re not just installing gear—you’re supporting a lifestyle. And clients will gladly pay for peace of mind if you package it well.

What It Looks Like in Practice

RMR isn’t theoretical. It can show up in any number of real-world offerings:

Monitoring and management of client networks
Ongoing cybersecurity protection (like Cyber Protect)
Remote troubleshooting and support
Priority service tiers with guaranteed response times

You’re probably already doing some of this informally. The opportunity is to package it clearly, price it appropriately, and turn it into monthly income.

The Business Benefits of RMR

This isn’t just about making more money (though that’s a bonus). RMR changes the shape of your entire business:

Higher Margins: Multi-year service contracts can yield margins of 50% or more, compared to 20% or less on one-off equipment sales.
Stable, Predictable Cash Flow: Monthly billing gives you predictable income that cushions the seasonal highs and lows.
Business Valuation: Companies with consistent RMR tend to be valued higher if you ever consider selling or seeking investment.
Better Client Retention: When clients are engaged with your services monthly, they’re far less likely to shop around when it’s time to upgrade.

According to CE Pro, integrators that adopt recurring revenue models experience improved margins, more predictable growth, and increased client retention.

You’re Probably Already Doing the Work

Here’s the part that might surprise you: if you’re already checking firmware, fielding late-night “why is my network down?” texts, or helping a client troubleshoot remotely—you’re doing the work of an RMR provider.

The only difference? You’re doing it for free.

RMR doesn’t mean selling more. It means getting paid for what you’re already doing and building a business model that supports long-term success—not just the next big job.

🔗 Stay tuned for Part 2: We’ll dig into how to price, package, and sell these services—and show you how even small efforts compound quickly with something called the Rule of 78.