Savvy systems integrators are always on the lookout for emerging trends that can help grow their businesses. Demand for barrier-free restroom control is steadily increasing, and it’s a market that integrators can proactively prepare for.
Many families have adapted their lifestyles this year, adjusting daily trips to school, the office, gyms and more to staying in their home offices, living rooms, etc. These changes have implications for home technology professionals.
Eventually, DHS and DOE will post guidance on counter-drone security, following the path defined by DOJ in April. Once the new legal and regulatory framework is defined, it is likely a number of facilities, especially critical infrastructure, will find a sense of urgency to deploy 3D security capabilities. The question is, to whom will these customers turn? Security integrators need to prepare now.
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.
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.
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.
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.