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.

Featured

  • Survey: 54% of Organizations Cite Technical Debt as Top Hurdle to Identity System Modernization

    Modernizing identity systems is proving difficult for organizations due to two key challenges: decades of accumulated Identity and Access Management (IAM) technical debt and the complexity of managing access across multiple identity providers (IDPs). These findings come from the new Strata Identity-commissioned report, State of Multi-Cloud Identity: Insights and Trends for 2025. The report, based on survey data from the Cloud Security Alliance (CSA), highlights trends and challenges in securing cloud environments. The CSA is the world’s leading organization dedicated to defining standards, certifications, and best practices to help ensure a secure cloud computing environment. Read Now

  • Study: Only 35 Percent of Companies Include Cybersecurity Teams When Implementing AI

    Only 35 percent of cybersecurity professionals or teams are involved in the development of policy governing the use of AI technology in their enterprise, and nearly half (45 percent) report no involvement in the development, onboarding, or implementation of AI solutions, according to the recently released 2024 State of Cybersecurity survey report from ISACA, a global professional association advancing trust in technology. Read Now

  • New Report Series Highlights E-Commerce Threats, Fraud Against Retailers

    Trustwave, a cybersecurity and managed security services provider, recently released a series of reports detailing the threats facing the retail sector, marking the second year of its ongoing research into these critical security issues. Read Now

  • Stay Secure in 2024: Updated Cybersecurity Tips for the Office and at Home

    Cyber criminals get more inventive every year. Cybersecurity threats continue to evolve and are a moving target for business owners in 2024. Companies large and small need to employ cybersecurity best practices throughout their organization. That includes security integrators, manufacturers, and end users. Read Now

Featured Cybersecurity

Webinars

New Products

  • Compact IP Video Intercom

    Viking’s X-205 Series of intercoms provide HD IP video and two-way voice communication - all wrapped up in an attractive compact chassis. 3

  • PE80 Series

    PE80 Series by SARGENT / ED4000/PED5000 Series by Corbin Russwin

    ASSA ABLOY, a global leader in access solutions, has announced the launch of two next generation exit devices from long-standing leaders in the premium exit device market: the PE80 Series by SARGENT and the PED4000/PED5000 Series by Corbin Russwin. These new exit devices boast industry-first features that are specifically designed to provide enhanced safety, security and convenience, setting new standards for exit solutions. The SARGENT PE80 and Corbin Russwin PED4000/PED5000 Series exit devices are engineered to meet the ever-evolving needs of modern buildings. Featuring the high strength, security and durability that ASSA ABLOY is known for, the new exit devices deliver several innovative, industry-first features in addition to elegant design finishes for every opening. 3

  • Camden CV-7600 High Security Card Readers

    Camden CV-7600 High Security Card Readers

    Camden Door Controls has relaunched its CV-7600 card readers in response to growing market demand for a more secure alternative to standard proximity credentials that can be easily cloned. CV-7600 readers support MIFARE DESFire EV1 & EV2 encryption technology credentials, making them virtually clone-proof and highly secure. 3