Security Dealer & Integrator

JUL 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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How do security providers identify security gaps? Consultative assess- ments are essential. Asking the right questions and attentive listening can help providers quickly identify an oppor- tunity. Many security companies are already skilled at asking questions to reveal a customer's obvious needs. Security people looking to the future will probe further yet. Here are a few topics worth considering: • What problems would the perfect system be able to solve for you? • If you had unlimited resources, what would you want it to look like? • List all important assets and identify how they are currently being secured? • Do you have areas or assets that are secured only by mechanical locks? • Would you employ higher technology if it was more affordable? • How does convenience factor into your security system requirements? Tech Gap: Where's the Solution? Technical gaps exist when current technology is not yet able to reli- ably fill an existing security gap. Manufacturers interested in meeting market demand for innovative solu- tions will inevitably develop new products. However, security products should, by definition, be secure. Secu- rity professionals will exercise great caution before introducing unproven solutions to their clients. In fact, end users will often demand proof. The answer to the tech gap is revealed in a basic security tenet: redundancy, back- up, layers, and fail-overs. Introducing innovation alongside proven security tools like card access, alarm, smart key, camera and mechanical locks may advance end-user needs and manage risk with security. Another tech gap that can frustrate end-users and security providers alike emerges when technology surpasses the capabilities of its delivery chan- nel. Again, in order to adequately fill a security gap, technology must pres- ent a reliable solution. For example, integrating security software systems with an end-users existing platform is a convenient singular point of manage- ment. Unfortunately, only large secu- rity firms have the resources to offer software integration, leaving custom- ers served by small and medium firms with an unmanageable security gap. • Progress in technology can cause similar tech gaps. For example, a security system using a connec- tion to a WiFi or GSM network to According to U.S. Department of Commerce, 98 percent of all U.S. companies are defined as small businesses employing less than 500 people.

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