Security Systems News

MAY 2017

Security Systems News is a monthly business newspaper that reaches 25,100 security installers, product distributors, central stations, engineers & architects, and security consultants. Our editorial coverage focuses on breaking news in all major se

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SECURIT y S y STE m S NEWS may 2017 www.securitysystemsnews.com Commer C ial & systems integrators 19 Your Complete High Volume Residential Sales Program PRE-PROGRAMMED SECURITY SYSTEMS • SALES TRAINING PROGRAM • SECURA SALES APP Brought to you by To learn more go to www.DMP.com/Secura offer services for all of the different size integrators—the large integra- tors, the medium size ones doing $10- to $15 million all the way down to the smaller integrators doing a couple of million. They all need different things. Some of them buy the same camera or go to the same education class but a lot of them have specific needs so we have support services tailored to each group—the small, medium and larger integrators. We really are the cream of the crop in systems integrators in the U.S. SSN: Do you keep an eye on emerging trends on the integrator side? BOZEMAN: We keep an eye on trends, because many times our integrators don't have as much time as they would like to focus on that. So we focus on new technol- ogy and trends and I spend time on that every day. We focus on the managed services nonstop—which ones are applicable to our niche and which ones are not. It is very different from the burg business, and people tend to clump in all of electronic security, which doesn't work; we know better. There is lot of convergence going on right now, especially on the cybersecurity side. I don't want to beat that to death, but you won't be able to be a competitive integrator if you ignore that cyber piece. No one is going to want to do business with you in the future and that future is very close to now. There is a lot of convergence going on right now in the network, which is why we are getting into pro A/V. The pro A/V business is very similar to the security systems integration business—they are integrators with a lot of the same needs and skill sets. So there is a lot of crossover there. We are seeing facility owners who don't want to have five or six different contractors or integrators—one doing A/V, one doing access con- trol, one doing cameras, etc.—so this ability to provide multiple services is something that we are really on top of. We are also very involved with robotics and drones. We've got a session at PSA TEC and we are signed up with partners on the ground-based robotics that are just being released and coming out in beta. Same thing with drones and we are also working with a drone-detection company. So the robotics business is something that is really growing and it is going to have an impact on all of the integrators whether they choose to participate or not. GARCIA: At PSA TEC last year we announced and rolled out the Roboalliance, a forum for technol- ogy partners and industry experts in robotics, surveillance and secu- rity to advance the understanding and awareness of the autonomous robotics marketplace. We have been partners with Sharp [the founding sponsor of Roboalliance] for some time and do a lot of work with them through the alliance to raise awareness of robotics, best practices, what is trending and where is this big new thing going to take the industry. SSN: Beyond cybersecurity, what are some of the top challenges facing integrators today? BOZEMAN: The commoditiza- tion on the video side—not on the access control side, but on the video side—is pretty ugly. It wasn't many years ago that you could install 10 cameras and have a good size project, but now you can purchase these products for what seems like pennies, so that is hav- ing a major, game-changing impact on the integrator community. There is a certain segment of the market for end users who simply buy on price, which is unfortunate, but it is the case, and the quality of some of the inexpensive prod- ucts is somewhat decent, so that presents a challenge as well. And on the high-end, it is also not easy to keep up with new tech- nology, while staying up-to-date with existing and new certifica- tions, which is where PSA comes in. PSA Security Network was founded on that very premise of education and training for integra- tors, and we continue to provide that valuable resource today. SSN "And we have a fabulous education program planned this year for integrators." —Bill Bozeman, PS a Security Network Continued from previous page

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