Integration & Intelligence Issues: Why Are Systems Integrators Losing Projects to IT Companies?
As CEO of access control platform manufacturer PCSC, Torrance, Calif., Mas Kosaka is among the first to note end-user trends in how they purchase systems – and from whom. In an exclusive interview with SDM, Kosaka explains why IT firms are getting projects that used to go to systems integrators – and what systems integrators can do to halt it.
SDM: Many organizations use outside information technology (IT) installing firms to handle their computer network installations. You’ve noticed that these firms are winning more and more jobs that security systems integrators used to get. Why is this happening?