List Overview, continued:
“Security industry manufacturers have once again positioned integrators with new opportunities for substantial growth in wireless access control sales. The confluence of Wi-Fi, wireless, battery and application advancements will yield fresh opportunity for the integrator that is positioned to take advantage of this innovative era of products. The cycle of customers upgrading to VMS and IP cameras will slow considerably by 2020, the culmination of a five-year dominance over access control sales. Wireless access control installations will begin a half-decade of ascendance as the previous 20-plus years of traditional access control systems come to their end of life cycles. With substantial advancements in technology, the wireless lock manufacturers have spent significant money and time developing and training integrators. Paired with software as a service, cloud computing, virtual machines, hyper-threading support, the integrator of 2020 that is positioned and trained will be equipped for virtually every customer need.” — Chris Franco, owner, Integrated Security Resources
“By 2020, I expect to see greater development in data analytics. The cyber frontier will include a deeper and wider view into the physical security space, improving business efficiencies and insider threat concerns. A combination of predictive and subscriptive outcomes will drive hard and fast results. The integration of data will introduce more usable information to achieve this data-centric approach. The synergistic benefits will be the development and adoption of more software applications and improved R&D to hardware so it can be managed more effectively and the sustainment of the enterprise becomes easier and saves money and time. As software applications are enhanced, so will the connectivity of these disjointed processes, allowing the security teams to focus on the things that matter.” — Kurt Takahashi, senior vice president of sales, AMAG Technology Inc.
“Cloud, Internet of Things (IoT) and cybersecurity are the most important trends that will significantly affect the security industry in the next few years. The uptick with IoT means that more intelligent devices will be connected to the network, and need to be integrated and managed. Cloud will not only be a way to manage the devices, but also present new business models by means of RMR (recurring monthly revenue). Lastly, cybersecurity will continue to increase in importance, and to ensure the best possible protection against cyber-attacks you will need to make sure that the proper processes are in place to ensure that the technology and firmware is updated on a regular basis.” — Fredrik Nilsson, vice president, Americas, Axis Communications Inc.
“By 2020, integrators will be selling solutions that tie security and communications technologies together, and that incorporate intelligent devices, to deliver added value and reduced complexity for users. For example, presenting access credentials at an entrance unlocks the door, disarms the intrusion system and alerts security with video from a nearby camera; or, a camera with on-board video analytics that detects a perimeter breach can fault a point on the security control panel, which triggers an audio announcement in the area and alerts the central station. Increased use of intelligent devices will enable smarter security systems that can also deliver data for predictive analytics and modeling as well as create opportunities to sell additional services that build RMR. Integrators will need to expand their skillsets with greater knowledge of security software and expertise in ways the technologies can be integrated to create customized solutions that solve specific business problems.” — Brian Wiser, president of sales – North America, Bosch Security Systems Inc.
“2016 has been a breakout year for video event management software (VEMS) in that customers, as well as systems integrators, are realizing the true value of leveraging video data for security applications by relying on only the most pertinent data to strengthen emergency tactical responses and optimize business processes. The technological progress of these systems in the next four years will hinge on the industry’s ability to educate users and integrators on compliance with open architecture standards, allowing the free market to reap even more benefits from software innovation in the form of increased interoperability and deeper integration with third-party devices such as video analytics, access control, fire and intrusion, and building automation. Video monitoring as a tedious, round-the-clock process will fade and give rise to security departments that work smarter, not harder for even more enhanced situational awareness by taking advantage of simple, intuitive and cost-effective software solutions. “ — Steve Birkmeier, vice president, sales and business development, Arteco
“With an estimated 50 billion IoT devices in 2020, the Internet of Things will continue to reshape successful security dealers’ offerings and their go-to-market strategy in the residential space. While we currently offer to increasingly mobile consumers — boomers to millennials — the ability to interact with their premises remotely via smartphone/devices, in the future, advances in connectivity and communications will increase the possibilities — and the demand — exponentially. While today, disparate, closed proprietary ecosystems and disconnects of smart devices have staved off the more mass consumer IoT adoption, by 2020, technological consolidations and integrated communications will prevail.” — Judy Jones-Shand, vice president, marketing, Napco Security Technologies Inc.
“While it is always dubious to attempt to predict future trends in any industry, there are some tendencies that appear to be gaining momentum in the physical security integration side of our business. There appears to be a convergence toward the integration and utilization of third-party wireless technology as well as biometric devices specifically incorporating hand recognition and retinal detection that seamlessly augment the level of security without encumbering the functionality of the system. Technological advances have made these technologies more affordable and more functionally acceptable, lending greater flexibility with enhanced levels of protection. Additionally, cost efficiencies have aided in the affordability of implementation. By 2020 I would speculate that wireless credentials and biometric devices that provide accurate recognition will become commonplace applications for the integration community.” — Joe Liguori, executive vice president, Access Control Technologies Inc.
“I think that we are going to continue to see the convergence of security guard services, technology, monitoring, and other managed services. As clients continue to strive to cut the operating costs related to manned security services, technology such as remote video monitoring and other managed services will continue to see a more prominent role in the market. While issues related to bandwidth continue to hinder the use of remote video monitoring and cloud storage, I believe that we will continue to see a reduction in the cost of bandwidth and continued efforts on the part of video manufacturers to reduce bandwidth. With these developments, the use of both regional and global operations centers will become even more prevalent, as well as the outsourcing of these services. I also think that the integrators’ role in assisting with issues related to cybersecurity will continue to expand to include both services and hardware.” — Louis Boulgarides, CPP, president and COO, Ollivier Corporation
“The evolution and refinement of networked systems will continue to dominate the technology landscape. More specifically, systems will be smarter in terms of the analytics they capture and share. This development will be driven by the Internet of Things (IOT) and will continue to gain traction in the security and surveillance industry as more devices are network-enabled. Peripherals such as power supplies and accessories with embedded technology will continue to offer more advanced network integration and communication. This will enable the processing of more pertinent data to provide higher levels of security, in addition to system diagnostics and control. Advanced power and transmission solutions will better integrate with myriad devices over a wide range of infrastructure including UTP, coax, structured cable, fiber or copper. In addition, Wi-Fi-enabled products will continue to proliferate. These plug-and-play solutions will offer more bandwidth and speed over greater distances as the foundation for future security systems.” — Alan Forman, president, Altronix Corp.
Types of Services Sold to Customers by Security Integrators
“By 2020, most integrators will be behind the curve — fighting mediocrity, not growing, not keeping up with the IoT landscape, unable to leverage new opportunities. By providing a different approach to service and the level of technician, we prepare for the end user of the future. Today video surveillance, access control, fire alarm and mass notification compete with HVAC systems, building controls, and IT/managed intelligent services for upkeep. At Brady Integrated Security we feel that the technician of the future will have to provide an ‘all-in-one’ experience from a support standpoint. The days of calling five different companies to provide different services when it comes to building security and management are coming to a close. New technology has never been a problem for our industry; however, service satisfaction lags our ability to implement.” — Aaron Hughes, general manager, Brady Integrated Security
TONY SORRENTINO, CO-PRESIDENT, WORLDWIDE BARCODE, NETWORKING AND SECURITY AND PRESIDENT, SCANSOURCE NETWORKING AND SECURITY
“There is an incredible amount of opportunity in the security market with hosted services. Dealers are selling the hardware and software to the end user, but they are not necessarily selling the connectivity of the solution. Historically, one of the biggest limiting factors with the installation of video surveillance solutions is ensuring there is enough bandwidth at the end-user location. If a security integrator can sell the bandwidth and pipe, he or she can make sure the end user can support the bandwidth demands of hosted video. Providing the total solution of hardware, software and services will enable dealers and integrators to remain competitive, as they continue to meet the changing needs of their end users.” — Tony Sorrentino, co-president, Worldwide Barcode, Networking and Security and president, ScanSource Networking and Security