Security Business

MAR 2019

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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March 2019 / www.SecurityInfoWatch.com / Security Business 45 automatic transfer switches (ATS), server systems and cooling systems. Early, proactive detection of any irreg- ularity in data center equipment gives the end-user time to make repairs and to avoid an unplanned shut down or catastrophic system failure. In general, thermal technology will upgrade the resiliency of a data center's critical facility infrastructure. ere are multiple benefits: er- mal can identify system overheating; reduce the risk of undetected degrada- tion of components due to overloaded circuits or loose connections; save costs associated with equipment fail- ures and down time; and it can enable end-users to maintain a detailed equipment history. A Growing Demand e market for data centers is massive and growing. ere are approximately 2,000 data centers in North America, with new con- struction projected to be aggressive through 2023; however, the market for SMBs is much larger. As men- tioned, just about all businesses have their own "data centers" – in the form of a small server room or even a server closet. Regardless of where it is housed, thermal tech- nology can detect overheating and other issues in these servers. I know integrators who have decided to install a thermal cam- era to protect servers in their own offices. In addition to keeping their valuable business data safe, they use it as a demo for end-user customers on how thermal technology works and its benefits in a server room environment. ey can even demo it remotely using a smartphone app – making it easy to show a customer the temperature readings and how the alerts work. It is a unique way to sell the technology. e first question an integrator should ask potential clients is: How do you protect your servers? You will find that it is a question very few end-users have even considered; thus, it is an opportunity for inte- grators to become a trusted advisor in addition to being a revenue-gen- eration opportunity. In fact, there is potential for recurring monthly reve- nue in this application if the thermal technology is coupled with monitor- ing and service contracts for thermal equipment monitoring. Cost and Installation When integrators think thermal, they think expensive. While thermal cam- eras have historically been considered only for enterprise-level applications, the price point on newer cameras has come down significantly, making it a viable option for smaller applications. e installation process is only slightly more complex than a standard camera. An integrator needs to set the alarm temperature on the camera itself and focus it properly. Manu- facturers typically offer support and training for installers. In addition to data centers, the mar- ket for practical and important use cases for thermal technology contin- ues to grow. is year's ISC West show presents an excellent opportunity for integrators to see thermal technol- ogy in action and to learn how it can help expand their businesses as an extremely effective first line of defense for the right customers. ■ » Tony DeStefano is a Business Development Manager for Hikvision USA, who specializes in thermal technology. To request more info about Hikvision, please visit www.securityinfowatch.com/10215768. Of fering you exper tise and exceptional ser vice ever y step of the way. w w w. j l m w h o l e s a l e . c o m 9849/9949 Concealed Vertical Cable Exit Devices Our capabilities are numerous and we are keen on providing you with not only quality products, but expert support and advice as well. Our trained sales associates, vast inventory, strategic shipping locations ensure that we are your best source for security door hardware. Request information: www.SecurityInfoWatch.com/10214128

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