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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Page 71 of 117

he universal desire to provide new tech- nologies that are more user-intuitive, sleeker and faster applies to all things electronic these days — including access con- trol. There are many new access control and management technologies on the market today that promise dramatic improvements in perfor- mance and efficiency. Although there is no doubt that new tech- nologies are driving system performance and integration enhancements, there are issues to be addressed that impact access control resell- ers, and ultimately, their customers. Three of the main industry drivers are access control system models; new business development; and training and continued education. Making New Software Work for Old Systems In the current marketplace, the concept of maintaining legacy support and the ability to enhance pre-existing security, video surveillance and access control systems continues to gain traction with resellers and end-users. However, this type of higher-level business decision is not being followed by some mainstream manu- facturers who are looking to push solutions designed specifically to drive new system instal- lations — a go-to-market strategy that does not consider the financial needs and requirements of their own dealers and customers. The same holds true for new companies that enter the market and want to establish proprietary posi- tions with first-generation products. Other manufacturers of professional security and surveillance solutions, including Galaxy Control Systems, have taken a different route that maintains integration and interoperability with earlier generations of systems. The fact is, the availability of best-in-breed access control solutions that enable legacy T 70 | SD&I | March 2014 ACCESS CONTROL By Robert Laughlin How resellers can leverage new technologies to ultimately drive higher profits Access Control at the Crossroads SDI_70-75_0314 Laughlin AccessControl.indd 70 3/5/14 1:43 PM

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