3 Trends All Security Integrators Must Know

Within the security industry, there seems to be a huge focus on trends, from specific verticals to educational programs for integrators to the market in general. I’m always asked, “What’s currently trending in the security industry?” While I’m far from being an expert in the realm of security, I have great listening skills and from the knowledge that was shared at ISC West 2014 from executive security resources, I have developed three main trends currently taking place within the security industry in which integrators should focus upon within their business models.

Focus on time with people. March Networks is known within the industry for delivering IP video management solutions with a diverse portfolio of products ranging from HD, IP cameras and video analytics to VMS software. Having found success in the banking and retail markets, March Networks has recently expanded into the K-12 security vertical with their Command VMS software, enabling schools to use their Mac computer systems in a 100% browser-based application.

I asked Dan Cremins, director, product line management at March Networks, why a shift in verticals.

“Success in the security industry is all about time spent with people and the ability to listen and give them what they want and need,” explained Cremins. “Basically, I ask customers to tell me what problem they’re trying to solve, and I bring user’s ideas to life.”

By simply engaging with the K-12 market, March Networks is finding success in a security vertical that they didn’t even plan for.

So, integrators, what’s the formula for success?

Spend time with customers, actively listen and give customers what they want and need.

Education. With what seems like endless partner loyalty programs, webinars, workshops, seminars, informative videos, online learning and other media, it is easy to determine that education is a driving trend within the industry. Security manufacturers are recognizing the fact that integrators, such as you, are very open to learning and are dedicated to becoming experts in order to better serve your customers.

At ISC West, Speco Technologies, an innovator in residential and commercial CCTV and audio, demonstrated their commitment to education by taking a portion of their booth and setting up a classroom. Every 30 minutes, show attendees were able to participate in live training sessions complete with an instructor, their own computer station and products to interact with, producing an active, hands-on, learning environment right on the showroom floor.

Funding security projects. It seems that everything in life revolves around the “mighty dollar,” and the security industry is no different. It’s a simple economy, really: If customers don’t have security budgets or funding, security integrators’ profits don’t increase, and therefore, businesses fail.

ASSA ABLOY, a manufacturer of total door opening solutions, offered a unique breakfast opportunity at ISC West, complete with guest speakers who told about leveraging their security dollars. Mentioned was that the education market has access to security grants at the local and state level as well as with various other manufacturers, like Video Insight. I can imagine that in other verticals such as government, oil and gas, and possibly banking, grants are offered as well. It just takes a little time and some Google research.

As an integrator, it’s vitally important that you not only educate your customers on all security solutions at all price points, but consider recommending grants and other funding options, like a payout plan with low interest. By doing this, you become a “hero” in the eyes of your customer.

About the Author

Ginger Hill is Group Social Media Manager.

Featured

  • New Report Reveals Top Trends Transforming Access Controller Technology

    Mercury Security, a provider in access control hardware and open platform solutions, has published its Trends in Access Controllers Report, based on a survey of over 450 security professionals across North America and Europe. The findings highlight the controller’s vital role in a physical access control system (PACS), where the device not only enforces access policies but also connects with readers to verify user credentials—ranging from ID badges to biometrics and mobile identities. With 72% of respondents identifying the controller as a critical or important factor in PACS design, the report underscores how the choice of controller platform has become a strategic decision for today’s security leaders. Read Now

  • Overwhelming Majority of CISOs Anticipate Surge in Cyber Attacks Over the Next Three Years

    An overwhelming 98% of chief information security officers (CISOs) expect a surge in cyber attacks over the next three years as organizations face an increasingly complex and artificial intelligence (AI)-driven digital threat landscape. This is according to new research conducted among 300 CISOs, chief information officers (CIOs), and senior IT professionals by CSC1, the leading provider of enterprise-class domain and domain name system (DNS) security. Read Now

  • ASIS International Introduces New ANSI-Approved Investigations Standard

    • Guard Services
  • Cloud Security Alliance Brings AI-Assisted Auditing to Cloud Computing

    The Cloud Security Alliance (CSA), the world’s leading organization dedicated to defining standards, certifications, and best practices to help ensure a secure cloud computing environment, today introduced an innovative addition to its suite of Security, Trust, Assurance and Risk (STAR) Registry assessments with the launch of Valid-AI-ted, an AI-powered, automated validation system. The new tool provides an automated quality check of assurance information of STAR Level 1 self-assessments using state-of-the-art LLM technology. Read Now

  • Report: Nearly 1 in 5 Healthcare Leaders Say Cyberattacks Have Impacted Patient Care

    Omega Systems, a provider of managed IT and security services, today released new research that reveals the growing impact of cybersecurity challenges on leading healthcare organizations and patient safety. According to the 2025 Healthcare IT Landscape Report, 19% of healthcare leaders say a cyberattack has already disrupted patient care, and more than half (52%) believe a fatal cyber-related incident is inevitable within the next five years. Read Now

New Products

  • Automatic Systems V07

    Automatic Systems V07

    Automatic Systems, an industry-leading manufacturer of pedestrian and vehicle secure entrance control access systems, is pleased to announce the release of its groundbreaking V07 software. The V07 software update is designed specifically to address cybersecurity concerns and will ensure the integrity and confidentiality of Automatic Systems applications. With the new V07 software, updates will be delivered by means of an encrypted file.

  • 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.

  • 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