Security Dealer & Integrator

SEP 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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30 Security Dealer & Integrator / September 2018 ises and cloud-based deployments. Cybersecurity controls can be found in at least half of the eight security cost categories, and as such cannot easily be broken out as a separate cost. For example, cybersecurity require- ments impact field equipment configu- ration labor costs as well as IT man- agement and support costs; however, when the cost categories are calculated, cybersecurity can be unintentionally omitted, which is why it is important to pay specific attention to them. Strategic Technology Planning TCO enables service providers to engage in strategic technology plan- ning with their customers. Integrators should give customers a conceptual view of where security technology will be in 10 years, then compare that to where they expect their information systems technology to be. Most clients will agree that most or all of their IT infrastructure will even- tually move to the cloud. Use an esti- mated TCO for the future state of their security systems, optimized for what a feasible cloud transition path will be. An example: For VMS users who are at or near the point of hardware refresh now, consider using BCDVideo servers, which have a global, on-site warranty that essentially provides a five-year "Keep Your Hard Drive" guarantee on the entire server, provid- ing zero cost of service for five years aer the initial investment. e term of warranty service can be extended from five years to seven, which is reasonably priced if done at the time of purchase. Keep Your Hard Drive means the cus- tomer can wipe the drive or otherwise dispose of it, ensuring compliance with privacy regulation requirements and corporate policies regarding the han- dling of sensitive data. BCDVideo server intelligent hard drives proactively alert the adminis- trator of a pending failure up to ten days before the drive actually fails. ese costs can vary significantly from one company to another, and from one service provider to another, depending on many factors. Editor's Note: e next article in this series focuses on Total Cost to Serve (TCS), an important ele- ment of TCO cost analysis which is also evolving due to technology advances. When most of these security TCO cost factors are incurred in the cloud, they are subject to economies of scale that have a cost-lowering impact. When creating security system TCO cost comparisons, it is important to get actual costs as charged or quoted, in writing, based on a full description of the scope of the costing. Such informa- tion is almost always available, but it can take a bit of digging and requires persistence in some cases. It is more than worth the effort to make these comparisons; in fact, it is mandatory to have decisions made based on reality. Be sure to include the cost of cyber- security, and to document the cyber- security differences between on-prem- is allows for an on-site service call on a still-working drive before it fails, resulting in zero downtime for the customer and zero service cost for the service provider. No-cost server hard drive replace- ments (until recording is transitioned to the cloud) is a TCO lifecycle cost consideration. is is an example of how emerging technology and improved service offerings can pro- vide elements of a strategic technology roadmap – when TCO-related aspects are fully considered and documented. The Added Value Customers Seek Providing customers with a well- planned technology roadmap that includes the full TCO picture supports advance budget planning and gets early buy-in from the financial stake- holders. e roadmap should match emerging technology trends with the customer's changing risk picture. Ser- vice providers (including security con- sultants) can let customers know they are keeping an eye on emerging tech- nologies and will update the roadmap when noteworthy advances occur. is engagement with customers also helps stabilize future revenues for integrators and establish the knowl- edge and service capabilities that tech- nicians will need. us, TCO is more than just an immediate sales tool – it is something service providers can use to provide long-term added value to customers and clarify their own future vision of services to be provided. ■ » Ray Bernard, PSP CHS-III, is the principal consultant for Ray Bernard Consulting Services (www. In 2018 IFSEC Global listed him as #12 in the world's top 30 Security Thought Leaders. He is the author of Security Technology Convergence Insights, available on Amazon. Mr. Bernard is a member of the ASIS councils for Physical Security and IT Security. Follow him on Twitter: @RayBernardRBCS. Your Business Figure 2: Security system TCO cost categories when the servers are hosted in a corporate data center. Illustration: Security Industry Association

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