Taking a service-based approach hasn’t always been the norm for security integrators, but the shift from traditional project-based sales is making it a necessity. For so long, security decisions were made by security leaders; but as the lines blur between IT and physical security, and as more security devices need to find a home on the network, it’s crucial for integrators to work alongside both departments.
So much of my background comes from being an end user and working as an integrator. Managed services aren’t new for so many of us; but selling them can be challenging. Especially when you may be essentially trying to fit a square peg in a round hole, as many customers are used to buying technology, having it installed and then being left to “run” it.
Historically, the vast majority of security integrators have relied on project-based sales generating one-time revenue to fuel the success and growth of their businesses. Even those that have maintenance and support options rarely sell multiyear service contracts.
The Internet of Things (IoT) is finding its intake into the security and safety industry.Developments around the IoT, if observed from a distance, carry along products andsolutions with a closer fit for its eventual users. Connectivity makes life easierfor users,leading to opportunities such as remote and predictive maintenance.
This year, there has been an abrupt shift to remote workplaces due to COVID-19. Nexkey, a provider of cloud and mobile access control technology, surveyed 1,264 office workers to see what's currently happening and what will come next in the access control space.
The reality is that employers will need to invest in technology from doorknob to desk that keeps employees safe against COVID-19 and other viruses in the coming years, leading to opportunities for security integrators.
Security has long been a lagger, staying with more traditional, on-premises-only security programs, which misses out on stronger security integration, efficiencies and true security benefits. Today’s technology innovation is prime for remote and centralized management and our global environment has created demand for more efficient remote capabilities at an incredible rate.
Why has the security industry seemingly abdicated the “smart building” and IoT movement to other contractors? Long-time security industry professional Chris Hugman explains why the security industry should be leading the way in smart building deployments and building automation.
As the more immediate impact of mandated shutdowns, employee layoffs and shelter-in-place orders begin to shift to the longer-term goals of recovering from the economic impact, end user organizations will be forced to re-evaluate and reflect their needs. The one thing that is certain is the coronavirus pandemic will permanently change consumer behavior and corporate decision making.
We are all collectively experiencing the proverbial “nightmare” scenario: a healthcare and business crisis [i.e. COVID-19] that got here in a flash and left us in a social distancing experiment. While change was forced upon us, I believe some of it will be positive moving forward.