Innovations, Solutions and a Renewed Sense of Pride

It’s an exciting time to be in the security industry, as evidenced by the successful year we have seen in regards to technology innovations, mergers and acquisitions, and a renewed sense of pride in the industry. As we look toward the future, several trends are emerging that will have a significant impact on how products go to market, serve specific market segments and provide end users with overarching value.

Today, there is a renewed focus on the quality being delivered to end users through technology innovations. Those companies that spend significant time developing products will be the most successful. In the past, we’ve seen companies market products using strategies that were only considered “shell” strategies, which include various marketing and product development plans presented on a surface level. Now, however, we see a shift in focus to the development of core strategies, implementing significant changes to the innermost workings of the company.

As an example, instead of devising a way to market a video surveillance product for the oil and gas production customer, a security solutions company might instead spend more time investigating the needs of the end user.

There is a defined shift away from single product-focused sales, and the emergence of a more solutions-focused approach. Focusing on the “speeds and feeds” of products instead of the user requirements can also be a problem. The transition into a more solutions-focused approach means that the specific needs of the end user are met through a tailored approach, enhancing everything from the product line, to the integration of third-party systems, to the training and customer support required to become a strategic partner for these organizations moving forward.

The way end users buy products is also changing, with IT departments becoming more and more involved with the decision-making process in regards to investments. For many years, IT and security teams remained separate from each other, with a limited amount of overlap. But now, however, network security is critical to the success of an organization because so many devices are housed on the network. As a result, it’s crucial to have the IT department involved in the selection of any networkenabled products and solutions.

The dynamics of how companies go to market are changing faster than the development of new technology. In the coming year, a greater shift will take place to higher quality, easily integrated and more IT-friendly technology, and that’s a trend we can all rally around.

This article originally appeared in the December 2016 issue of Security Today.

About the Author

Sharad Shekhar is the CEO at Pelco by Schneider Electric.


  • Survey: Less Than Half of IT Leaders are Confident in their IoT Security Plans

    Viakoo recently released findings from its 2024 IoT Security Crisis: By the Numbers. The survey uncovers insights from IT and security executives, exposes a dramatic surge in enterprise IoT security risks, and highlights a critical missing piece in the IoT security technology stack. The clarion call is clear: IT leaders urgently need to secure their IoT infrastructure one application at a time in an automated and expeditious fashion. Read Now

  • ASIS International and SIA Release “Complexities in the Global Security Market: 2024 Through 2026”

    ASIS International and the Security Industry Association (SIA) – the leading security associations for the security industry – have released ”Complexities in the Global Security Market: 2024 Through 2026”, a new research report that provides insights into the equipment, technologies, and employment of the global security industry, including regional market breakouts. SIA and ASIS partnered with global analytics and advisory firm Omdia to complete the research. Read Now

  • President Biden Issues Executive Order to Bolster U.S Port Cybersecurity

    On Wednesday, President Biden issued an Executive Order to bolster the security of the nation’s ports, alongside a series of additional actions that will strengthen maritime cybersecurity and more Read Now

  • Report: 15 Percent of All Emails Sent in 2023 Were Malicious

    VIPRE Security Group recently released its report titled “Email Security in 2024: An Expert Look at Email-Based Threats”. The 2024 predictions for email security in this report are based on an analysis of over 7 billion emails processed by VIPRE worldwide during 2023. This equates to almost one email for everyone on the planet. Of those, roughly 1 billion (or 15%) were malicious. Read Now

Featured Cybersecurity


New Products

  • Luma x20

    Luma x20

    Snap One has announced its popular Luma x20 family of surveillance products now offers even greater security and privacy for home and business owners across the globe by giving them full control over integrators’ system access to view live and recorded video. According to Snap One Product Manager Derek Webb, the new “customer handoff” feature provides enhanced user control after initial installation, allowing the owners to have total privacy while also making it easy to reinstate integrator access when maintenance or assistance is required. This new feature is now available to all Luma x20 users globally. “The Luma x20 family of surveillance solutions provides excellent image and audio capture, and with the new customer handoff feature, it now offers absolute privacy for camera feeds and recordings,” Webb said. “With notifications and integrator access controlled through the powerful OvrC remote system management platform, it’s easy for integrators to give their clients full control of their footage and then to get temporary access from the client for any troubleshooting needs.” 3

  • Unified VMS

    AxxonSoft introduces version 2.0 of the Axxon One VMS. The new release features integrations with various physical security systems, making Axxon One a unified VMS. Other enhancements include new AI video analytics and intelligent search functions, hardened cybersecurity, usability and performance improvements, and expanded cloud capabilities 3

  • A8V MIND

    A8V MIND

    Hexagon’s Geosystems presents a portable version of its Accur8vision detection system. A rugged all-in-one solution, the A8V MIND (Mobile Intrusion Detection) is designed to provide flexible protection of critical outdoor infrastructure and objects. Hexagon’s Accur8vision is a volumetric detection system that employs LiDAR technology to safeguard entire areas. Whenever it detects movement in a specified zone, it automatically differentiates a threat from a nonthreat, and immediately notifies security staff if necessary. Person detection is carried out within a radius of 80 meters from this device. Connected remotely via a portable computer device, it enables remote surveillance and does not depend on security staff patrolling the area. 3