Think about the systems you installed 10 years ago and fast forward to the present—what a difference!
Systems are IP-based and software controlled, while analytics and artificial intelligence (A.I.) have inundated the market with products that are intelligent, connected and yield data and information that extend into operations, automation and other functions. The smartphone is ubiquitous with access control, turning an everyday device into an identity management tool that’s easy to use and unlikely to be lost or misplaced. The cloud is becoming omnipresent in everything, from video surveillance to intrusion and access control, while wireless solutions add coverage quickly and reliably.
These technology changes represent tangible ways for systems integrators to create opportunities with new and existing customers. Users want their security solutions to do more, including offering an overall secure, streamlined facility that’s not stuck grappling with inefficient, standalone devices serving a single purpose.
Expand your solutions and revenue
Technology can address specific challenges, help users automate facilities or segment critical security areas from the general population. Even the simplest products lend an assist. For example, occupancy sensors automatically adjust HVAC and lighting or make sure workplace occupancy thresholds maintain compliance. They can also be used for documentation to meet health or safety regulations.
Electronic locks continue to evolve from standalone, closed products to devices with embedded intelligence that connect to larger, software-based access control or security management platforms. These products are deployed beyond primary entrances to provide audit trails on who is entering common areas. They can be troubleshooted and controlled remotely, adding or deleting users quickly even across a multibuilding campus or multifamily user base.
Another opportunity is protecting valuables within a facility. Keys, equipment and critical assets such as tablets, radios or other expensive goods need to be accounted for and protected from theft or misplacement.
Electronic locking cabinets and enclosures are connected products managed through building or access control software. They automatically log and track assets, keeping a real-time record of the equipment’s location and the asset’s health.
Security can be deployed where the customer needs it most, including an expanded campus or area that’s become more vulnerable because of construction or other changes. Mobile surveillance is an area that’s expanding quickly for rapid deployment as well as a permanent, total perimeter protection solution. Drones are used in tandem with mobile surveillance to deploy eyes and ears to areas on demand or on alert.
Another application is emergency notification towers and duress stations for public spaces, campuses and parking areas, which now integrate with on-site drones to dispatch to a location within seconds during a critical notification.
Something for Fido, too
Playing off steady growth in the pet ownership segment, pet safety and security technology allow systems integrators to capture new customers in residential and multifamily markets. Pawport, Phoenix, created a motorized pet door and tags using motion-sensing and tracking technology that automatically opens as the pet approaches. It includes an app to control the door remotely, schedule openings and closings and leverages voice prompt commands through Alexa, Google or Siri.
While the physical security industry is hyper-focused on integration, unification and open systems, the end-user is unfamiliar with those terms. The adage show, don’t tell plays well here. Systems integrators have to become experts in telling stories that resonate with prospects. Show them examples of projects you’ve done that have solved problems similar to theirs. Better yet, set up a site visit, if possible, where the prospect can see results for themselves.
There’s no downplaying the training, certification and education necessary for your technicians when you begin to offer some of these services. However, manufacturers are working in partnership with systems integrators and addressing skill ramp-ups with webinars, in-person training and hands-on assistance at customer sites. They offer project planning, test tools and demo kits, and may even permit beta installations at the customer’s facility before final implementation.
A word of caution: here’s where open systems are important. While there are far fewer makers of proprietary systems that lock you into their hardware, they still exist. Due diligence on your part is required.
Security systems are no longer only restricted to traditional applications, and, for systems integrators, that means there’s opportunity to segment and add new value to every project. It’s time to explore new technology choices for the modern systems integrator that expand the footprint of installed solutions and add intrinsic value far beyond security.
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