Over the last decade, the landscape of traditional security providers has shrunk and new companies have entered the systems integration business, which continues to expand with the explosion in connectivity to more devices and systems. Digital technology has altered the services provided, with artificial intelligence, analytics and the cloud delivering new insights and data-driven reporting to end-user customers. Everything from access control to video to intrusion detection is being delivered as a service. Having software and IT expertise is a definite plus in navigating these changes.
For systems integrators, physical security is a solid income source and consistently fares well, even during less robust economic times. The industry continues to be called resilient and recession-proof, according to the annual Barnes Buchanan Security Conference, a longstanding gathering of security industry investors and financial strategists. Let’s look at some of the ways to expand your business smartly while boosting profitability.
Re-examine your strategy
Are you a specialist or a generalist? An integration specialist focuses on security systems and related components. A generalist takes a broader approach, leveraging a wider range of systems that may connect to physical security, including building automation, energy management and operational technologies. According to Indeed, “Small companies may hire generalists to benefit from their wide range of skills, rather than hiring a specialist for each task. However, organizations may hire a specialist for an intricate job that requires a lot of specialized expertise.”
This brings us to another component of increasing business, and that’s working in partnership with other companies to provide expertise you don’t have in house. For example, you may require a locksmith for hardwiring mechanical or electronic locks to connect to a larger, networked access control system. Or, elevator controls may need to be integrated with access control to restrict entry to certain floors during specific hours or after the facility has closed.
For those systems outside your expertise, working with vetted contractors with similar professional values may be the more efficient way to add business without hiring for those specific skills. Even as a specialist, there may be times when you need outside help, and there’s no reason not to explore this option to expand your projects. These partnerships can be formal, as in contractual, or informal, in which other contractors are asked to step in when the need arises. Partnerships also bring new perspectives, but it’s important that the companies embody similar goals and philosophies to yours.
Find the right manufacturing partner
Installations can be costly (and not very profitable) unless parlayed properly. Saving money could boil down to the technology you’re using, which is why it’s crucial to select the right manufacturer partner. Where you get your products from could affect the expansion of your business. The proprietary systems that proliferated the security landscape in past decades and only worked with specific devices, often only from the same manufacturer, have largely been disbanded in favor of open systems. Open systems work with an array of devices and services, and often follow the Open Supervised Device Protocol standard for access control and profiles for video and other systems.
Digging deeper, there’s a difference between unified and integrated systems. According to Genetec, a security solutions company based in Arlington, Va., unified systems are products engineered to work together as a single solution and present data from different sources in one centralized management platform or interface. Integrated systems are often achieved through software development kits and application programming interfaces. Talk to your manufacturer about how these concepts apply to their products.
Standardize products when possible
Technology today necessitates specialized skill sets and certifications. When you move between various manufacturers, there’s more training involved for technicians, which may add up to significant costs. Standardizing products helps service and maintenance techs become familiar with product lines and their nuances and address any issues in the field quickly. Complexities are reduced and jobs are completed more quickly with a standardized product line.
To follow the rapid evolution of physical security, sometimes your core competencies aren’t enough, and that’s just the nature of the business today. You don’t have to go it alone. Consider these strategies to breathe new life into your systems integrations.
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