Security Business

MAR 2014

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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68 www.SecurityInfoWatch.com | SD&I | March 2014 ers can also benefit. The cloud provides an opportunity for dealers to win new business and revenue streams; however, they should ensure they are positioning hosted technolo- gies in a way that relates to how users engage with personal devices to ensure that the sys- tem's features and benefits resonate. Here are three tips that can serve as the foundation to putting together a sales pitch on hosted access control systems. 1. End-users will embrace technology that removes complexity. Dealers must tout the features of a hosted system that achieve simplicity for customers. Every consumer understands remote access because this capa- bility is already deeply rooted in their inter- action with smartphones, tablets and other devices. This should be the number-one cus- tomer benefit highlighted in a sales pitch. 2. End-users expect technology to improve their lifestyle. This expectation is no longer just limited to technology at home — hosted security systems deliver the same conve- nience at work. Thanks to instant access to information, automatic software updates and instant alerts when potential incidents occur, customers will feel in-control of their system. 3. Hosted systems can save end-users money. Consumers expect all of the bells and whistles, without breaking the bank. The technology available via the cloud is helping make hosted systems ideal for protecting the bottom line. These systems can be managed in-house and are simple and affordable to install, making the cost-savings aspect an important selling point for smaller institutions with a limited security budget. By keeping these tips in mind, dealers can be successful with every pitch. As always, it is important to understand a customer's indi- vidual need when recommending any system or solution. Hosted systems that provide convenience, cost savings and quality security are a great option for delivering a connected lifestyle to a new customer, replacing a legacy system and to continue building relationships with existing customers. ❚ John Smith is Senior Channel Marketing Manager for Honeywell Security. To request more info about Honeywell, visit www.securityinfowatch.com/10213896. ACCESS CONTROL CASE IN POINT Given the simplicity that the cloud introduces to security, it is important that dealers understand which end-users will benefit from a hosted system. Customers without dedicated IT staff are ideal, because a hosted system enables them to focus on running their busi- ness, not managing security. As an example, St. Eugene's, a private school in Wisconsin, recently benefited by implementing a hosted access control system. The facility, which is home to an elementary school, a Catholic parish and funeral home, was tasked with increasing student safety and focused on securing entry points as a first step. With help from a local dealer, Munger Technical, the school installed a Honeywell system at several doors that also serve as shared entry points for other facilities and staff. St. Eugene's administrators have the ability to control the system remotely and opted to limit access to the school section of the build- ing. Key cards were issued to authorized staff and parents. Parents only have access to the school during drop-off and pick-up times, Monday through Friday. If there is a special event, administrators can manually override door schedules to open up access to the public. School administrators can quickly access the system via web-based interface to monitor system health and change settings. This includes issuing key cards or deactivating individual cards, when necessary. This is one example of an affordable hosted application that is easily installed and effectively controlled by the end-user. The school has increased student safety, and is saving money by managing the system without expensive dedicated PCs or software. The cloud-based technology is flexible so the school can extend the system to include more doors in the future. SDI_66-69_0314 Smith AccessControl.indd 68 3/5/14 1:42 PM

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