Security Dealer & Integrator

JUN 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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38 Security Dealer & Integrator / www.SecurityInfoWatch.com June 2018 S ecurity technology is always improving to empower users with new capabilities, to mitigate risk, secure their facilities and assets and to ensure compliance with regulations. In the access control market, cloud-based access control is impacting the security sales channel and opening up new growth opportu- nities for integrators and dealers. Storing access control data in the cloud delivers a number of advantages for your customers, including physical protection, data backup and redun- dancy, cybersecurity and more. For a mission-critical security function like access control, the risk mitigation advantages are extremely attractive. The Perfect Cloud Access Control Customers Research firm Gartner reports that the cloud-based security services market will reach nearly $9 billion by 2020, fueled in part, by small and midsize businesses (SMBs). e report (avail- able at www.gartner.com/newsroom/ id/3744617) also says cloud deploy- ments provide opportunities to reduce costs, especially for powering hard- ware-based security equipment and data center floor space. For your customers, cloud availabil- ity opens up access, offers simplicity, increases efficiency and can provide economic benefits. ese benefits give security administrators the ability to operate a system and receive upgrades without having to worry about increased staffing, servers, IT connec- tivity and compatibility. Moreover, cloud-based access con- trol is ideal for businesses with fluctu- ating workforces, as it offers a way to centrally manage and monitor access rights across multiple office locations. It can also reduce the cost of hardware, while saving end-users considerable internal resources with easy setup and system management. ere are several options available, including a cloud-based, remote-man- aged system, where the end-user purchases or leases the equipment from the dealer, which the dealer then installs and provides training. e so- ware is in the cloud and is managed – along with the supporting infrastruc- ture – by the customer and their team. With a cloud-based remote-man- aged system, when modifications are required, the integrator makes the changes, runs reports and sends them to the customer on a scheduled or as-requested basis. In this case, the integrator will also handle all of the credentialing services. Whatever system is chosen, on the dealer and integrator side, cloud-based access control services can be a catalyst for a security business to grow the use of access control while saving money. e RMR that a cloud access control offering can provide is another way to keep margins up and produce con- sistent revenue while better servicing the customer. RMR Emerges from the Cloud Cloud-based access control is providing growth opportunities for integrators and dealers By Rick Caruthers © Istock The Money Issue Access Control The RMR Opportunity For professional security integrators, one of the biggest business bene- fits to offering a cloud access control system is the opportunity to create RMR, which will enable more reliable budget planning and resource alloca- tion. Beyond that, having the constant source of income can help integra- tors take advantage of other financial resources from organizations that use RMR as a basis for valuation. Dealers and integrators in the access control space have historically had limited options when it came to their RMR opportunities. Adding hosted, managed and monitored service options is one way to provide valuable ongoing service options for customers. ere are several benefits for dealers to sell cloud-based access control: 1 Reduced costs. In the past, access control servers had to be hosted, and with that came an investment in infrastructure. In most cases, successful dealers were the ones with central stations who had the equipment, bandwidth and other financial and operational resources to support these service offerings. Now, cloud-based services enable dealers make the offering without having to make significant up-front investment. 2 Reduced training. Dealers and integrators do not need an established level of proficiency with multiple levels of soware; in fact,

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