SALTO Sales Playbook | M-Tech Sales Playbooks

/ The pitch in brief

Sell control of every door, not a box of locks.

Clients do not want electronic locks. They want to know who can get in, to change it in a minute, and to stop paying for lost keys and walk rounds. SALTO does that without rewiring the building. M-Tech supplies it, installs it, sets up the software and then looks after it, so the client has one team to call for the doors, the network behind them and the people list that drives them.

Lead with the problem, then the platform. Lost keys, visitors, several sites, doors that cannot be rewired. Then use the Space or KS picker below to choose between the two platforms.

Why we win. We install, support and manage the whole SALTO stack, including both platforms and the integrations. We already run the client's network. A specialist locksmith or a box mover cannot offer that.

What never to say. Never say wireless means less secure, or that a door can never fail. Never promise a platform before the door survey and the discovery questions. Never promise a lawful basis for biometric entry. Check it first.

Hardware per door, via SALTO supplyInstall day rate £950Software KS subscription or Space licenceManaged service per site, monthly

/ How it works

Battery locks, a credential, and software that decides who gets in

SALTO fits electronic locks, readers and cylinders to existing doors, mostly without cabling. People open them with a card, tag, phone or PIN. The software decides who is allowed where and when, and keeps a record. The two platforms differ in where that software runs and how doors hear about changes.

The doorWire free lock, reader or cylinder, battery powered.
The credentialCard, tag, phone key or PIN, depending on platform and licence.
The linkUpdates travel on the credential, or by wireless to a gateway.
The softwareSpace on the client's servers, or KS in the cloud.
The people listTyped in, imported, or synced from HR, MIS or bookings.

What the user seesThey present a card or phone, or type a PIN, and the door opens only if their rules allow it.

What the client managesPeople, doors and schedules in one place, with an audit trail of who went where and when.

What we manageHardware, software, firmware, users and integrations, with support through our service desk in HaloPSA.

/ Client problems

Start with what the client says

Each card shows what is going on, what to lead with, and where the honest answer stops.

Lost keys

We still use keys and we keep losing them.

What is going on: Every lost key means rekeying, or living with the risk. Nobody knows who has what.
Lead with: A lost card is cancelled in a minute and costs a new card, not a new lock. Access is set per person.
Where it stops: Battery locks need a battery plan. Fire doors and unusual door types need a survey before we promise anything.

Visitors and contractors

Contractors and visitors need access but we cannot hand out keys.

What is going on: Keys are lent out, copied or never returned. Reception becomes the access system.
Lead with: Time limited access that expires on its own. On KS, a PIN or phone key can be sent remotely.
Where it stops: Mobile keys and PINs depend on the platform and licence. Check it before promising a feature.

Several sites

We have several sites and every one manages its doors differently.

What is going on: Local admins, local lists, no overview. Leavers are removed at one site and not the others.
Lead with: One platform across all sites. KS suits spread out groups with no servers. Space suits a large campus.
Where it stops: Each site still needs a survey, and KS needs an internet connection at every site.

No rewiring

We cannot rewire. The doors are glass, old or listed.

What is going on: Cabling is costly, disruptive or not allowed. Traditional access control stalls at this point.
Lead with: Wire free locks, readers and cylinders that fit existing doors, with several ways to connect, including wireless.
Where it stops: Door type, fire rating and the lock case decide which product fits. Never quote a door you have not checked.

Joiners and leavers

Leavers keep their access because nobody updates two systems.

What is going on: HR or the school system says one thing, the access system another. Gaps are a security and audit problem.
Lead with: An integration that makes the people system the source of truth. We have built this for education clients.
Where it stops: It needs clean source data and scoped integration work. It is a project, not a switch.

Workspace members

Members should only get in during the hours they have paid for.

What is going on: Flexible workspaces and gyms sell time and space. Doors have to follow the booking or the membership.
Lead with: Access tied to the membership or booking system, with phone keys and remote control. We delivered this at FOUNDRY.
Where it stops: The link to the booking system must be confirmed and scoped. Do not assume an integration exists.

/ Who to sell to

Start where we already have the network and the trust

First Flexible workspace and multi-site groups We already run the network and have a proven delivery. Usually a KS conversation.

Coworking and serviced offices
Groups with many small sites
Operators adding sites regularly

Second Education Large door counts, a need to link with the school system, and a clear safeguarding case.

Independent schools and colleges
Often Space on a campus, with an MIS integration

Third Commercial offices Tenants, contractors, visitors and out of hours access. Retrofits are where wire free wins.

Landlords and managing agents
Occupiers refitting a floor

Fourth Hospitality, healthcare and care Many rooms, staff rotas and audit duties. SALTO has a large installed base here.

Hotels and venues
Care homes and clinics, with extra checks on privacy and fire doors

Not a fit today: sites that need very high security or government accreditation beyond what SALTO is specified for, clients who want to mix SALTO with other makes of lock on one system, and projects where fire door certification cannot be confirmed.

/ Space or KS

Choose the platform from the client's needs, not our preference

Space runs on the client's own servers. KS is a cloud service with no server to look after. Both use SALTO's wire free hardware and both can keep working when communication drops, in different ways. SALTO also offers Homelok for residential buildings, which this playbook does not cover.

Question	SALTO Space	SALTO KS
Where it runs	On the client's servers, on premise.	In SALTO's cloud. No server to maintain.
Best for	Large single sites with complex rules, existing cards and strict IT policy.	Groups with several sites, small IT teams and a wish to manage from anywhere.
How it is paid for	Software licence and options, some with annual fees.	Subscription, with pricing set by SALTO. Check the current basis for the project.
Credentials	Cards and tags, phone keys on licence, PINs.	Tags, phone keys, remote opening and PINs.
Integrations	Broad. Well suited to campus and enterprise systems.	Cloud API for property, booking and building systems.
Watch for	A server to look after, backups and updates.	Internet at each site. Plan a sensible network design.

Features differ by platform, product and licence. Confirm the exact feature on the SALTO documentation or with our supply contact before it goes in a quote.

Platform picker

A conversation starter for discovery. Tick what is true for the client. It suggests a direction, not a decision.

Leaning towardsTick what applies

KS signals0

Cloud, several sites, no servers.

Space signals0

Large campus, existing cards, on premise.

/ Why SALTO, why us

What the client gets, and why it is worth having from us

Why SALTO

Wire free. Battery locks and cylinders fit existing doors, so there is no cabling and little disruption.
One range, many doors. Wall readers, door handles, cylinders, lockers and glass doors, so one system covers most of a building.
Several ways to connect. Updates carried on the card, or sent wirelessly in real time, so each door gets the level it needs.
Mobile keys. Phones can replace cards on supported products and licences.
Cloud or on premise. The same hardware works with Space and KS, so the choice of platform stays open.
A long track record. A large installed base in education, hospitality and workspace, and Secured by Design accreditation for connected devices.

Why M-Tech

We do the whole stack. Supply, install, commissioning, support and management, on Space and on KS.
We run the network behind it. KS gateways, power and internet are our home ground. No finger pointing between the lock company and the IT company.
We build integrations. Our work includes the SALTO KS API, a SALTO to iSAMS sync for education, and the technology for FOUNDRY coworking spaces.
One service desk. Faults, user changes and firmware updates go through HaloPSA with set response times.
Independent advice. We also install Paxton, so we can say honestly when it is the better fit.
ISO 27001, ISO 9001 and Cyber Essentials Plus. Helpful for schools, landlords and any procurement process.

/ Pricing

Quote it in four parts

Hardware and software costs come from our SALTO supply route at the time of the quote. Sell prices are set in Zomentum. Show the client four clear lines, and add integrations and training as separate lines when they apply.

One off Hardware Per door Zomentum

Locks, readers, cylinders, gateways, credentials and any controllers. Priced by door type from the survey.

One off Install and commission £950 per day

Fitting, programming, testing and training. Estimate by door count and door type, and add time for fire doors and difficult fixings.

Licence or yearly Platform Per site SALTO terms

A KS subscription or Space licence with the options the client needs. Confirm the basis and renewal dates before quoting.

Monthly M-Tech managed service Per site Zomentum

Support, user administration, firmware and battery checks, reporting and integration upkeep. The default line on every quote.

Extras to price when they apply: integrations with HR, school or booking systems, extra credentials, door preparation, network work and training days.

/ Alternatives

Where SALTO fits, and where it does not

Checked November 2026. Reconfirm before quoting anything to a client.

Option	Where it is stronger	Where we win
PaxtonNet2, Paxton10	UK made, installer friendly, no software licence fees, and good value on wired sites.	Wire free retrofits, several sites in the cloud, a wider lock range, and phone keys. We install both, so we advise on fit.
Gallagher and similar enterprise systemsHigh security	Very high security and perimeter, and some government and utility projects.	Far simpler to install across ordinary buildings, with less cabling and less cost.
Cloud access platformsUniFi Access, Brivo and others	Open or single vendor platforms, and tight links to cameras and networks.	Proven battery lock range for doors that cannot be wired, Space for large sites, and one team for hardware and network.
Mechanical keys and master key systemsStatus quo	Lowest upfront cost, and nothing to learn.	No rekeying after a loss, access that changes in minutes, and a record of who opened what.
The installer who fitted the old systemIncumbent	Knows the building, and may be cheaper to extend.	A managed service, a proper platform choice and integration with their people systems.

/ Discovery

Ask these before you quote

How many doors, and what are they?This is the gate. Glass, timber, steel, fire rated and external doors all fit different products. Survey before pricing.
Are any of them fire doors or on escape routes?Hardware on those doors must keep the door's fire and escape performance. Never assume.
How many sites, and who administers access today?Points towards KS or Space, and tells you who we train.
What do they use now, and can existing cards be kept?Shapes the credential choice and whether Space is favoured.
Where does the list of people come from?HR, a school system or a booking platform. Decides whether an integration is needed.
Do they need real time control, remote opening or lockdown?Decides how each door connects, and what the hardware costs.
Do they want phone keys, PINs or visitor access?Check the licence and product support before saying yes.
Is there anything involving biometrics, children or vulnerable people?Triggers data protection checks before quoting. Biometric entry needs a lawful basis and an impact assessment.
Who looks after the network at each site?If it is us, simple. If not, we agree ports, power and internet access early.
Do they prefer a subscription or an upfront cost, and when do they need it live?Shapes the quote and the plan for deliveries and installation.

Objections

"Paxton quoted us less."

Do not discount. Compare like for like: cabling, door work, multi-site management, phone keys and who supports it. If Paxton is genuinely the better fit, say so. We install it too.

"We do not want another subscription."

Space runs on the client's own servers, though some options carry annual fees. KS is a subscription by design, in return for no servers. Explain what they get for the money and what the alternatives cost to run.

"What happens if the internet or power goes down?"

Both platforms are designed to keep working during communication disruptions, in different ways. Doors keep their stored rules, and PIN and offline access options exist. Confirm the behaviour for the exact products in the quote and describe it plainly.

"Who changes all the batteries?"

Locks warn users and the system as batteries run low. We include battery checks in the managed service, so the client is not left with a diary of chores.

"Is wireless less secure than wired?"

Communication between credentials, locks and gateways is encrypted, and SALTO has Secured by Design accreditation for connected devices. Do not claim more than that. Ask what threat the client is worried about.

"Are we locked into SALTO hardware?"

Yes, SALTO hardware works with SALTO software, as most systems do with their own. Offset it with a large installed base, two platforms on the same hardware and an open API. Say so honestly.

"Can staff use their phones instead of cards?"

On supported products and licences, yes. Check the exact product, platform and licence before promising it in a quote.

/ Quote to live

Ten steps from first call to go live

Log the lead
Add it in HubSpot with SALTO as the product interest and the sector noted.
Sales
Discovery call
Use the questions above and the platform picker. Ask for floor plans and door lists.
Sales
Door survey
Check every door type, fire rating, handing, cylinder length and network access.
Sales with delivery
Choose the platform
Confirm Space or KS, the credentials and how each door connects. Record the reasons.
Sales with George
Quote in Zomentum
Four lines plus any integration and training. Costs from our SALTO supply route that day.
Sales
Agree data terms
Settle who controls the data, and complete any impact assessment for biometrics or children.
Sales with George
Order and hand over
Order hardware, then raise a HaloPSA project ticket with the survey notes.
Sales to delivery
Install and commission
Fit, program and test every door, including fire doors and offline behaviour.
Delivery
Train and hand over
Train the administrators, share the credential process and show the audit trail.
Delivery
Review at 30 and 90 days
Check battery reports, user changes and requests. Ask about other sites and a reference.
Sales and service

/ Sales training

Talking about it with clients

The terms that come up, and a few scenarios to test yourself against.

Jargon buster

SALTO Space: SALTO's on premise platform. The software runs on the client's own servers.
SALTO KS: Keys as a Service. SALTO's cloud platform, managed from a web page or app, with no server on site.
Wire free: Battery powered locks that need no cabling to the door.
SVN: SALTO Virtual Network. Access rights are carried on the credential, so doors stay up to date without cabling.
BLUEnet Wireless: A wireless link from lock to gateway, so doors update in real time.
Gateway or IQ: The box that connects wireless locks to the platform, usually over the network.
JustIN Mobile: SALTO's phone key app. A phone replaces a card on supported products.
XS4 and Neo: Product families. XS4 is a lock and reader for doors. Neo is a cylinder that fits an existing lock.
Credential: What a person presents at the door: a card, tag, phone or PIN.
Audit trail: The record of who opened which door, and when.
API: A way for other systems to talk to SALTO, such as a booking or school system.
Impact assessment: A data protection check made before using sensitive data, such as biometrics, in a new way.

Test yourself

A charity has twelve small sites, no IT team and wants to manage every door from one page. Which platform do you lean towards?

A college has hundreds of doors on one campus, an existing smart card system and a rule that software runs on its own servers. What do you suggest?

A client says they cannot rewire because the doors are glass and the building is listed. What do you say?

A school wants access to follow its school system so leavers lose access automatically. What is the right approach?

A client wants facial recognition on the front door. What do you do before quoting?

A prospect says Paxton quoted noticeably less for a similar number of doors. How do you reply?

/ Please confirm before quoting

Every door has been surveyed. Door type, fire rating and escape route status are recorded.
Hardware and software costs come from our SALTO supply route today, and the platform basis and renewal dates are confirmed.
The platform choice is recorded with reasons. Any feature promised, such as phone keys, PINs or an integration, is confirmed for the product and licence.
Data protection is dealt with for biometrics, children and vulnerable people, and the data terms are agreed with George.
Network ports, power and internet access are agreed for gateways and any cloud connection.
Our current SALTO partner level and trade terms are checked, and permission is obtained before naming any client as a reference.
The quote has four lines: hardware, install, platform and managed service, with integrations and training shown separately.