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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72 www.SecurityInfoWatch.com | SD&I | March 2014 systems to be upgraded and/or integrated presents a major opportunity for access con- trol dealers and integrators to cultivate new business. There are scores of facilities across America (not to mention across the globe) that currently use outdated access control systems. The ability to cost-effectively upsell these businesses — large and small — with the latest access control functionality and capabilities presents a significant opportu- nity for new business development. What's more compelling is that there is no need for concern regarding the brand of legacy hardware or system topography. New software is the critical system enhance- ment component, and is by far the easiest component to deal with from an installation perspective. New software also holds the key for future business development with new customers who own old systems. This is especially true as users continue to employ access control systems for business opera- tions beyond security — for example, for time and attendance. Backwards-compatible access solutions also provide the advanced architecture for dealers and integrators to offer access con- trol as a managed service. Access control software makes this possible with multiple client functionality capable of managing and controlling several systems on a single back- bone. Capitalizing on new software-based capabilities increases the potential for new business development as new applications for access control continue to emerge. Access Control Is Not Just for Security Anymore In addition to opportunities with legacy access control system users, the potential for new business development transcends tra- ditional security system applications. In one example, a school system in Connecticut was looking for a better way to manage student traffic between a large number of portable classrooms they were using while a new facility was constructed. One of the main con- cerns centered on children using restrooms and other facilities located in the main school building throughout the course of the day. School administrators wanted a way to efficiently track student movements beyond issuing conventional written hall passes. We developed a feature called "Hall Pass" that provides teachers with proximity devices they issue in lieu of conventional hall pass- es. Through the placement of access read- ers in the classrooms and at all entrances to the main school building, students are monitored with a predetermined amount of time to walk from their classroom to the building. If a student fails to report in the allocated time period, the system issues a general alert. This is just one example of how advanced access control software can be easily pro- grammed to provide an effective solution outside of traditional security system models. Networking for Success Another avenue for resellers to engage in new business development activities involves networking — in the business rather than technology sense. Independent access control resellers are typically local and/or regional in nature, which often prevents ACCESS CONTROL Galaxy has developed a feature called "Hall Pass" that provides teachers with proximity devices they issue in lieu of conventional hall passes. SDI_70-75_0314 Laughlin AccessControl.indd 72 3/5/14 1:43 PM

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