Security Dealer & Integrator

JAN 2018

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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34 Security Dealer & Integrator / www.SecurityInfoWatch.com January 2018 hopping on the IoT bandwagon is great way for integrators to build deeper partnerships with custom- ers through the technologies they use every day. He says integrators who can sell customers on security products that serve more than one purpose in their businesses will be well-positioned to tap into new recurring revenue and increased product margins. "Major retailers and technology companies will continue to develop tablets, smart televisions, connected home products and smart speakers, and it is our job as integrators to adapt these products/technologies into our own business strategies," Zucker says. Cybersecurity ushers in a new ser- vice offering: Jamie Haenggi, Chief Sales and Marketing Officer for ADT, says integrators who can establish separate, dedicated networks within organizations for security and busi- ness automation systems will find opportunities in the market. "Beyond just designing and installing these networks, managing and monitoring these networks for clients to proac- tively identify attempted data breaches is another area of growth for qualified security suppliers," she says. is new category of service offer- ing, called managed detection and response (MDR), focuses on pro- actively monitoring and instantly responding to cyber-attacks rather than merely preventing them. ese services will be in high demand in 2018 and in the years to come given the increased attention being paid to cybersecurity in general. Accord- ing to research firm Gartner, by 2020, 15 percent of enterprise and midsize organizations will be using services like MDR, which is used by less than 1 percent of businesses today. "Cybersecurity will have the greatest impact across all industries and play an important part in IP-based security products as well," Haenggi adds. Trump's business-friendly policies: Carey Boethel, President and CEO of Securadyne Systems, says the GOP's tax reform efforts will present a potential boon for the industry in 2018 – encouraging more discretion- ary capital spending and continued investment in new construction on the part of many businesses. "A decreased corporate tax rate will help strengthen balance sheets and increase the pace at which our economy is growing, which should benefit all aspects of the elec- tronic security supply chain, including integrators," he says. Zucker says a tax cut would also enable integrators like Beacon to grow. "With the favorable tax cut, it will allow us to reinvest revenue into the organization to grow, create jobs, and penetrate potential markets more aggressively, while offering more bene- fits to our current staff," he adds. Smart buildings and cities emerging: Jim McHale, Director of UK-based market research firm Memoori, says growing integration between video surveillance, access control and intru- sion detection technologies with smart building automation solutions also presents increased opportunity for integrators; however, it will require some additional work on their part to take advantage of it, such as acquir- ing new skills in applying soware and network communications. Additionally, Oliver Philippou, researcher for IHS Markit, says inte- grators can expect to find an abun- dance of work focused on securing public spaces moving forward. "City surveillance projects that tie into Safe Cities/Public Safety initia- tives are expected to increase signifi- cantly over the next few years," he says. "is is being driven by Deep Learning analytics and the insight that they can offer, as well as an increased focus on back-end information and communi- cations technology (ICT) equipment and the storage and management of the data being collected." With the favorable tax cut, it will allow us to reinvest revenue into the organization to grow, create jobs, and penetrate potential markets more aggressively." — Matt Zucker, Beacon Protection Cover Story Many integrators have done a good job of preserving their gross margins by...demonstrating value in ways other than simply reselling product." — Carey Boethel, Securadyne Systems

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