Security Dealer & Integrator

JUL 2016

Find news and information for the executive corporate security director, CSO, facility manager and assets protection manager on issues of policy, products, incidents, risk management, threat assessments and preparedness.

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32 Security Dealer & Integrator / www.SecurityInfoWatch.com July 2016 Y ou have probably noticed the term partnership has recently become somewhat of a buzzword in the security industry. Partnerships are on the minds of many because today's IP technologies are requiring integrators to work with a range of technology partners to provide the best total solutions for their customers. Networked technologies are con- stantly moving forward, forcing inte- gration and interoperability across the enterprise. Although proprietary, end- to-end solutions remain an option, many dealers and integrators have realized how open solutions can better accommodate end-user requirements and are oen a better investment that evolves with each customer's needs. Every new technology integration opens up possibilities for end-us- ers, while creating a need for security dealers and integrators to work closely with technology firms to provide cus- tomers with more complete, useful solutions. With a host of new tech- nologies gaining traction, including highly connected high-performance buildings, the Internet of ings (IoT), and even artificial intelligence, the security world could be on the verge of a major shi. To successfully navigate the winding path of security technologies, deal- ers and integrators must partner with a community of technology provid- ers to not only meet the needs of their customers, but also to stay ahead of the curve without losing sight of what technologies lie ahead. From Manufacturer to End-user Since there is no single technology provider on the planet that is the expert in all domains across the enter- prise, every security technology manu- facturer must rely on fellow manufac- turers to fill the gap. is is precisely why many end-to-end solutions fail and are inherently limited, because a single manufacturer can only deliver so much technology on its own. Whether it is access control, surveil- lance or cyber security, no single tech- nology provider can manufacture all the components required for a success- ful solution. Integrators must embrace the open platform and work with the best technology partners they can find to bring these components together to meet the needs of their customer. e IoT is one of the biggest game- changing initiatives for security professionals. Since IoT is the combination of several connected components, it requires advanced skills and IT knowledge to integrate the IoT platform with enterprise applications. is is especially true when incorporating security, identity and operational applications. Security professionals and end- users both need guidance from their partners. ey are the experts at risk assessment, vertical market applica- tions and using security technologies; however, they look to their technol- ogy partners to provide critical insight about what changes are ahead and how they can prepare. Many integrators that have per- formed large migrations from analog to digital already know the importance of close partnerships with a technol- ogy provider. ey have experienced it first-hand and there is a good chance they have documented what went right and what went wrong. Create a Community Developing a network of vendor partnerships ensures an integrator's ability to meet customer needs By Fritz Werder Partnership Possibilities Dealers and integrators must partner with a community of technology providers to not only meet the needs of their customers, but also to stay ahead of the curve without losing sight of what technologies lie ahead.

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