How Security Dealers Can Deliver

Generating RMR from physical access control as-a-Service

Physical Access Control Systems (PACS) have evolved considerably over the past few years. Traditional systems that required heavy upfront IT infrastructure investments have given way to cloudbased systems. And, more recently, Web-based access control has allowed extension to cloud-enabled security capabilities to users’ smartphones and tablet devices.

Despite these technology developments, enterprise customers still seek greater flexibility, scalability and affordability from their PACS—not only when it comes to technology but also pricing and contract structures. As a result, security dealers and integrators have welcomed the emergence of physical access control “as-a-Service” to meet customer expectations.

Several converging factors are drawing security integrators and their enterprise customers to physical access control as-a-Service. Organizations are increasingly unwilling to make significant investments in expensive servers and IT infrastructure up-front and then be on the hook for recurring costs associated with managing this IT infrastructure. Security integrators, for their part, view the “as-a-Service” model as a way to extend their access control offering to new customers that could not previously budget for these services. It simultaneously generates recurring monthly revenue (RMR) that comes along with an ability to offer customers access control as a hosted or managed service.

Access control as-a-Service creates new revenue opportunities for security dealers and integrators that can effectively communicate the cost, feature and functionality benefits to existing and prospective customers.

Key Benefits of Access Control as-a-Service

Access control as-a-Service significantly lowers the entry barrier for security and IT systems integrators to deliver cloud-based access control as a hosted or managed service and delivers several key benefits to the integrator:

More flexibility and options for customers. Ultimately, organizations today seek greater flexibility and options when it comes to securing their facilities, people and assets. Customers do not want to be locked into purchasing servers and IT infrastructure that will be outdated in six months. Nor do they want to be locked into rigid contracts that do not allow for up-and-down scalability based on growth or consolidation.

With an as-a-Service model, security integrators can offer access control to customers as a hosted or managed service. With a hosted service, a customer can manage the IT infrastructure itself and maintain its own facility access privileges.

This is an attractive option for organizations seeking more hands-on control and one that has baseline resources available in-house for these functions. With a managed service, the integrator can host all of the servers and equipment— eliminating the need for customers to make up-front capital outlays to stand-up servers at their facilities or deal with changes to access privileges and device management.

In addition to a greater array of options, access control as-a-Service also delivers enhanced flexibility. Integrators can manage all aspects of building access control for their customers as an online, monthly subscription service— from a few doors at a single facility to hundreds or thousands of doors across multiple customers and locations.

Ability to generate RMR quickly. Offering access control on a subscription basis transforms the economic model for security integrators, for they can lease access control appliances on a monthly basis and then sell access to the appliance to their customers. The leasing model eliminates CapEx and unlocks new recurring monthly revenue opportunities for security integrators and resellers that benefit from a more predictable revenue stream via monthly managed service fees. The monthly subscription model further allows integrators and resellers to achieve profitability from the beginning of the venture instead of having to purchase the head-end and manage the financing.

In addition to generating RMR more rapidly, the as-a-Service model opens up access control to a new category of organizations that could not previously afford upfront IT infrastructure expenses. For many organizations, the cost of installing, licensing and provisioning a new rack-mounted server can exceed the cost of fully transitioning to a managed service model for access control—in some cases saving the enterprise customer more than 40 percent on recurring annual system support and licensing costs.

Unlocks new features and capabilities. The affordability and flexibility of the as-a-Service model places innovative features and functionality in the hands of customers. Web-based access control, for example, exists on the front end, so it can be quickly and easily integrated with door controllers, hardware, readers, wireless locks, switches and wiring. As a result, cloud-enabled Webbased access control can be implemented in a matter of hours and provides security administrators the ability to move beyond legacy client/server-based access control systems that limit user access to a small handful of authorized PC and laptop workstations.

Access control as-a-Service also positions security dealers and integrators to adapt to the increasingly mobile workforce. With cloud-enabled, Webbased access control, security integrators can offer customers the flexibility to securely manage access privileges from a broad range of devices (smartphone, tablet or laptop), from any location (home, office or road) and Web browser (Firefox, Safari and Internet Explorer).

This article originally appeared in the October 2012 issue of Security Today.


  • 12 Commercial Crime Sites to Do Your Research

    12 Commercial Crime Sites to Do Your Research

    Understanding crime statistics in your industry and area is crucial for making important decisions about your security budget. With so much information out there, how can you know which statistics to trust? Read Now

  • Boosting Safety and Efficiency

    Boosting Safety and Efficiency

    In alignment with the state of Mississippi’s mission of “Empowering Mississippi citizens to stay connected and engaged with their government,” Salient's CompleteView VMS is being installed throughout more than 150 state boards, commissions and agencies in order to ensure safety for thousands of constituents who access state services daily. Read Now

  • Live From GSX: Post-Show Review

    Live From GSX: Post-Show Review

    This year’s Live From GSX program was a rousing success! Again, we’d like to thank our partners, and IPVideo, for working with us and letting us broadcast their solutions to the industry. You can follow our Live From GSX 2023 page to keep up with post-show developments and announcements. And if you’re interested in working with us in 2024, please don’t hesitate to ask about our Live From programs for ISC West in March or next year’s GSX. Read Now

    • Industry Events
    • GSX
  • People Say the Funniest Things

    People Say the Funniest Things

    By all accounts, GSX version 2023 was completely successful. Apparently, there were plenty of mix-ups with the airlines and getting aircraft from the East Coast into Big D. I am all ears when I am in a gathering of people. You never know when a nugget of information might flip out. Read Now

    • Industry Events
    • GSX

Featured Cybersecurity


New Products

  • QCS7230 System-on-Chip (SoC)

    QCS7230 System-on-Chip (SoC)

    The latest Qualcomm® Vision Intelligence Platform offers next-generation smart camera IoT solutions to improve safety and security across enterprises, cities and spaces. The Vision Intelligence Platform was expanded in March 2022 with the introduction of the QCS7230 System-on-Chip (SoC), which delivers superior artificial intelligence (AI) inferencing at the edge. 3

  • EasyGate SPT and SPD

    EasyGate SPT SPD

    Security solutions do not have to be ordinary, let alone unattractive. Having renewed their best-selling speed gates, Cominfo has once again demonstrated their Art of Security philosophy in practice — and confirmed their position as an industry-leading manufacturers of premium speed gates and turnstiles. 3

  • Mobile Safe Shield

    Mobile Safe Shield

    SafeWood Designs, Inc., a manufacturer of patented bullet resistant products, is excited to announce the launch of the Mobile Safe Shield. The Mobile Safe Shield is a moveable bullet resistant shield that provides protection in the event of an assailant and supplies cover in the event of an active shooter. With a heavy-duty steel frame, quality castor wheels, and bullet resistant core, the Mobile Safe Shield is a perfect addition to any guard station, security desks, courthouses, police stations, schools, office spaces and more. The Mobile Safe Shield is incredibly customizable. Bullet resistant materials are available in UL 752 Levels 1 through 8 and include glass, white board, tack board, veneer, and plastic laminate. Flexibility in bullet resistant materials allows for the Mobile Safe Shield to blend more with current interior décor for a seamless design aesthetic. Optional custom paint colors are also available for the steel frame. 3