From Technology to Solutions
How today’s security integrators help bridge the gap
A security systems integrator’s role is evolving to include more
than just putting all the components together to make the
magic happen. The faltering economy, coupled with the continued
rapid advance in IT-enabled security technologies, has
created some challenge for end users trying to fill the void between
growing threats and the latest technology platforms designed to mitigate
these threats.
Staff reductions, budget cuts and reduced government subsidies have tremendously
slowed or, in a few cases, totally suspend the advancement of an
organization’s security programs. As security practitioners, this trend should make us all very uncomfortable, especially considering the rise in theft, organized
retail crime and certain segments of domestic terrorism. The good news
is that many systems integrators are paying more attention today to customers’
wants, needs and challenges, and offering solutions that help bridge the
gap between keeping your fingers crossed and being ready for anything.
Let’s take a look at a few areas where today’s security integrators are helping
fill the gap between technology and solutions:
Disparate technology issues. Reductions in security spending can have a
tremendous effort on an end users’ ability to upgrade aging products to newer,
more innovative solutions. Security scholars and industry publications alike
continue to preach the need to upgrade to the latest and greatest technologies
in order to keep enterprises secure. While most end users would gladly
purchase the latest and greatest innovations and all of the associated bells and
whistles, few have budgets that would allow for such expenditures. Ironically,
many of the old analog systems continue to perform flawlessly; the problem
arises when you try to add newer IP-ready technology to existing analog platforms.
The real issue is not the equipment’s performance, but rather the lack of
a common communication protocol between disparate system components.
Today’s systems integrators are keenly aware of this issue and invest heavily
in strategic vendor partnerships and internal software development expertise,
which enables them to combine older analog systems with newer, IP-ready
platforms through project-specific software integration. By working closely
with strategic vendor partners, systems integrators can offer their customers
the highest level of support between disparate platforms or newly released upgrades.
In some cases, buyback programs can be negotiated between the end
user, the integrator and manufacturer to make the transition more financially
feasible. In addition, the more progressive systems integrators are working
hard to push the development of open and interoperable standards through
such organizations as Security Industry Association and Open Network Video
Integration Forum. Ultimately, the end user will benefit by extending the
life cycle of existing equipment and reducing the cost of ownership of newer,
more innovative technologies that communicate via open and interoperable
communication language.
Technology evolution. IP technology is changing the face of the security
industry in a major way, which was readily apparent at the 2011 ISC
West Expo. One of the major benefits of the IP revolution is that security
products as a whole are more intelligent and can be integrated together on
a common network for the optimal level of layered protection. This is great
news for the end user who has the time and associated staff to do the proper
research to match the new technology with the unique challenges of his
or her organization. However, while the economy as a whole continues to
slowly improve, it continues to wreak havoc on budgets, resulting in significant
staffing reductions and deferred security spending, both of which can
hinder end users’ ability to implement new technology that will keep them
ahead of the pending threats.
Security systems integrators are taking advantage of this trend by helping
their customers understand how new and innovative technologies can be
integrated, enhancing the existing infrastructure to solve customer-specific
security challenges. The more sophisticated integrators are taking advantage
of this trend by creating specific segments within their organization that
specialize in dealing with the highest level of integration issues their customers
face on a daily basis. Furthermore, they align their sales expertise
and subject-matter experts with the customer, further differentiating them
from competitors via the ability to help vertical-market customers meet everyday
challenges.
Unique Offerings. The explosion of IP-enabled technology and cloud
computing has provided some untraditional benefits when helping end users
deal with shrinking capital budgets, reduction in staffing and the mandate to
get the most life out of existing equipment. The evolution of remote security
management platforms and hosted video applications could not have come at
a better time and should be given strong consideration in certain situations
for meeting the growing mandate to do more with less.
Today’s security systems integrators should be well versed in providing
their customers with solutions for outsourcing all or part of their security
programs. For instance, some integrators provide these services in their own
UL-listed, secure facilities using their trained and certified staff to consistently
apply security protocols in a cost-effective manner that drives efficiencies.
Financing options offer an additional means to offset capital expenditures,
as does leveraging hosted technology. Systems integrators should be able to
demonstrate these benefits and savings using their ROI calculators to help
their end users determine the best strategy that meets or exceeds the highest
level of security assurance.
Going forward. Progressive, competitive security systems integrators have
learned that, to stay in business, they must continue to evolve and offer their
customers unique services and technologies that will assist them in meeting
their challenges in maintaining the highest level of security assurance in
tough economic conditions. End users understand that to meet today’s challenges,
while preparing themselves for tomorrow, they must find and keep a
trusted business partner they can rely on to bridge the gap between technology
and solutions. When these two dynamics meet in the marketplace, it’s a
beautiful thing.
This article originally appeared in the May 2011 issue of Security Today.