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Integrators' new role

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Wednesday, December 5, 2012

Did you see the new report out from IMS called "The Changing Role of the Security Systems Integrator"? Here's the link to the abstract.

At the root of the role change, IMS's Paul Bremner said, is the move to have all systems on the network. Yup. It's meant more IT integrators entering the market, skinnier margins for security integrators, and the absolute necessity for integrators to be comfortable dealing with networks.

IMS says that integrators who adapt to the new reality will reap the rewards of a market that they say will grow [worldwide] at an average of 10 percent to 2016.
This is something we've been writing about for the seven years I've been here: Integrators need to have network knowledge in-house, and they need to adapt their business models to a more service-based model .

To make up for the shrinking margins, IMS says that "design and consultancy services are likely to become a larger part of the typical integrators revenues. Such services include risk analysis, vulnerability assessment and cient security policy analysis."

Yet, according to several integrators I've spoken to recently, these are services that many integrators have either not charged for or have not charged enough for in the past. Here's a story about Koorsen Security where Skip Sampson talks about this issue. Stay tuned for a story this week about VTI Security where Thomas Asp president and CEO of VTI talks about the same issues.

Might be time to assess whether or not your company is charging enough [or at all!] for these valuable services.
 

Integrators' new role

Did you see the new report out from IMS called "The Changing Role of the Security Systems Integrator"

North America owns 70 percent of mobile video surveillance market

A robust American market continues to dominate the global share on the strength of school bus and police car verticals
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10/07/2013

LONDON—By a vast margin, North America remains the dominant sales region for mobile video surveillance equipment, according to a recent report from IHS, a global market research firm.

Market void: Technology and demand await next development in hosted video

Experts say security companies need to take the hosted video plunge, and commit to training their sales people
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08/21/2013

Although hosted video has not yet dominated the security scene as some predicted a few years ago, the hype may eventually be justified. Integrators who have made the switch from selling analog to digital cameras and other industry experts say the future is now for hosted video surveillance.

IMS finds end users boosting budgets for physical security gear

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06/12/2013

WELLINGBOROUGH, England—Budgets for physical security equipment continue to defy the sluggish economic recovery, with 45 percent of end users reporting that their security funding increased during 2012, according to a survey conducted by IMS Research, now part of IHS Inc.

High-profile bombing, shootings drive MNS market

Demand is also fueled by software that creates uses for MNS for business communications and incident management
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06/05/2013

AUSTIN, Texas—The Boston Marathon bombing, the Sandy Hook school massacre and other high-profile incidents are a key reason why demand for mass notification systems is expected to spike 30 percent within five years, according to a new report from IMS Research, now part of IHS.

Day 3 and done ISCWest 2013

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Monday, April 15, 2013

On Friday, April 12, Day 3 of ISC West, many were already heading to McCarren, but I was heading back to the show floor. And this year, though the crowd had thinned considerably, so were a lot of other folks.

Very decent crowd for Friday of ISC West.

While I had early rallies on Tuesday, Wednesday and Thursday, I didn’t have any official appointments until 10 a.m. on Friday. My first was with IMS/IHS’s Niall Jenkins. We caught up on a few things including plans for TechSec 2014. Yes, plans are underway, and Amy and I have some great ideas—you’ll hear all about them in September.

Next was a meeting with Matt Barnette of AMAG. I was supposed to go to the AMAG A&E and integrators’ event in March. Unfortunately, lengthy flight delays derailed that plan—so I spent some time catching up on some news announced at that event. AMAG is all excited about their new Symmetry SR series retrofit controllers, which can be used to convert competitor’s legacy systems to AMAG’s Symmetry solution. “Our engineers used our existing hardware platform and changed the form factor so it’s a direct pin for pin [upgrade] solution for traditional Casi Rusco solution,” Barnette said.

A couple of years ago, UTC (parent company of Casi Rusco) announced that it would end-of-life its Secure Perfect and Picture Perfect solutions and would transition those customers to a product called Facility Commander. AMAG considers this change in UTC’s roadmap as an opportunity to get those UTC (Casi Rusco) customers to instead transition to AMAG.

Back at the video studio, I did two more ssnTVnews interviews, one with Rob Hile, CEO of IFSS, an independent integrator in Florida and one with Levy Acs of American Integrated Security Group.

Hile and I talked about IFSS’s successful migration to a services-based model, and Acs and I did a follow-up interview on this story I wrote last month about his ambitious growth plans.

The rest of Friday was spent walking the show floor and hanging around the ssnTVnews studio chatting with folks who stopped by.

What was the theme of ISCWest 2013? There was continued talk about mobility and cloud. More manufacturers are figuring out how to offer the two and integrators are starting to see possibilities for making money offering the same. The big theme it seems to me, however, was optimism. There was a vibe at this show I haven’t sensed in many years and, frankly, it’s not what I was expecting after the not-so-crowded ASIS show last fall.

I heard the same from nearly everyone I spoke to. Good to see; nice to be a part of.

Access control industry to evolve with near-field control

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09/24/2012

WELLINGBOROUGH, England—The $400 million global access control credential market is set to be rejuvenated by smart cards and near field communication (NFC), according to a study published by IMS Research, recently acquired by IHS.