Security Dealer & Integrator

NOV 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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4 Security Dealer & Integrator / November 2018 NOVEMBER 2018 CONTENTS Vol. 40 • No. 11 ON THE COVER: STATE OF THE INDUSTRY REPORT 30 SPECIAL REPORT State of the Industry: An Integrator's Perspective Check out the results of a comprehensive research survey of the industry's top security systems integrators conducted by and sponsored by HID Global. Learn about the state of business in the security marketplace, and the challenges facing integrators, including budget and planning projections. FEATURE ARTICLES 24 VIDEO SURVEILLANCE Surveillance Storage in the Age of AI The rise of cognitive systems has brought a need for more robust ways to store and analyze massive amounts of video footage Jessica Burton 42 PERIMETER SECURITY Analytics on the Perimeter A guide to selling customers on the benefits of the technology Eric Olson 46 PERIMETER SECURITY Gate Safety Inside the UL 325 and ASTM F2200 standards David Sklodowski Also: Product Spotlight Perimeter Security (Page 49) 50 ALARMS & MONITORING The SOC of Tomorrow How AI, augmented reality and other bleeding edge technologies will impact security monitoring Dan Gundry 56 YOUR BUSINESS The Business Case for Sustainable Products As commercial buildings move to a sustainable future, products that are simply energy efficient will not meet new demands David Corbin COLUMNS 8 EDITOR'S NOTE Total Recall Be sure your customers and your technicians are safe by routinely checking with the CPSC Paul Rothman 20 TECH TRENDS Prox Cloning Goes Mass Market The inherent weaknesses of proximity cards have created an opportunity for integrators Ray Coulombe 22 LEGAL BRIEF Lessons in Contracts How to use bargaining power intelligently to aid in the enforceability of a limitation of liability Tim Pastore 66 MODERN SELLING How to Beat Low-Cost Providers Six ways salespeople can compete in a price-driven market Chris Peterson

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