Access control sales today are less about individual features and more about solving problems, increasing convenience, and providing scalability for the future.
When it comes to access control products and systems, whether the end user is a small 5- to 10-door business or a multi-city enterprise, chances are they ultimately will use only a small fraction of the feature-rich products that are available to them. It is far more important for the system to fit seamlessly into the larger business and its goals.
“I don’t think the features have changed a lot in the past three to five years,” says John Fenske, vice president of product marketing at HID Global, Irvine, Calif. “End user interest now is really at the architecture level. ‘How does the system adapt as my systems change? What is the interoperability and adaptability?’”